Here is a great example. There is a guy whom I have been trying to sell my services to for 7 years. I believe in my heart that he is going to buy from me some day. I just am not sure when. Because my company has a 90 day no touch rule, I have been enabled to reach out to him periodically...just to say hello. That way, if and when he buys, I will be the guy he buys from. As long as I reach out to him and mark my territory, another sales rep in my market can not contact him.
HERE'S THE PROBLEM:
- The guy is not a great prospect.
- The dollars are low
- He has given me no indication that he is remotely interested in the product, and
- He doesn't even return my calls.
Is this one off the habits of successful salespeople? Not a chance.
So at the end of 2014, I had an epiphany.
I went through the process of moving my prospects to one of 3 different categories.
1. KEEP IT: This is the group of prospects whom I believe that will purchase this year. These people / companies should have my services, and given the chance will purchase my services. They have either told me that they are going to buy, or I know in my heart that they will.
Accompanying this list, is a plan of action for each. How am I going to do it. What can I do to make it happen (more planning than "make a phone call"). What is it that they need, and what can I do to fulfill that.
2. MOVE IT: This one is a little tricky. They may very well buy this year, but it will likely not be from you. Does your personality clash with theirs? Is this better sold by someone else in your office? Is it unlikely that you can strike a deal with them?
There are a number of prospects that I have met with in the past who were not impressed with me, and maybe a fresh face could be the difference maker. People buy from people they like...and some people may not like me (I know this is hard to believe...)
You have an opportunity to move it. Ask a cohort in your office if they want to pair up with you on the deal. Ask another salesman if they want to trade an opportunity with you. Chances are, someone in your office has the same situation going on.
3. TRASH IT: This is a tough one. Some people will never buy. Never.
I have prospects who will never buy our product. I would say that I spend way to much time on the liars, than the buyers. These people are the ones who
- always forget about your meeting, and then you wait around for them to show up.
- always cancel the meetings with you because something else came up.
- tell you in the meeting that they will purchase, but go radio silent for months on end.
- always poke insanely ridiculous holes in your product in order to save face.
Every quarter, evaluate your list. Should you move people around? YES. Timing is everything in sales.
What this should do is give you a clear indication of where you should focus your energy for the next quarter.
As always, if you find this post useful, please share it via social media...For more helpful hints, go check out my book at https://www.salesdog.com/the_3_wows.asp or on Amazon at http://www.amazon.com/dp/B00N491Z0I/ref=rdr_kindle_ext_tmb