A Diva confession here.
There is something that people do, in both their personal lives and in business, that drives me absolutely nuts.
It's such a crappy strategy that people who try to use it on me - immediately go onto my BLACK LIST (you know - the list of people you would never buy from or refer anyone to)
Curious what it is?
Trying To Make People Feel Guilty
Do you want to know what the kiss of death in selling is?
Trying To Make Someone Feel Guilty
Giving your customer the sob story in e-mail, on the phone and in person - asking them why they haven't returned your calls etc.
Maybe even asking why they haven't bought from you yet. It just doesn't work.
2 Reasons They Haven't Contacted You:
1) They Have Other Priorities Right Now.
2) They Aren't Sold On YOU.
I had a construction company sales rep do this to me recently (yesssss - I am in the middle of a HUGE RENOVATION job!) who thought if he left me these annoying voice messages that he would be THE CHOSEN ONE.
Wrong.
The company that got the job was more professional, exceeded expectations and guess what? They weren't the CHEAPEST either. (I don't sell my services for second rate and I don't expect it from others)
Have You Ever Done This? (I hope not!)
Uh-Oh. If you ARE doing this you have entered the Guilt Zone. And its going to keep your sales and success really itty bitty.
Why?
Well I don't know about you but I am an adult. I make adult
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decisions. I know when to buy and when I don't want to buy.
And no amount of pressure is going to make me CHOOSE YOU FASTER.
Plus - when you bug me too much I think you're desperate which leads me to think your product or service isn't as great as you say it is. And I tell others.
Are You Confusing Follow-Up With "Hurry Up I Need The Money?"
There is a major difference between following up and pushing your customer to hurry up.
Following up is something you have pre-determined with your customer/potential customer.
Doing the old and not so subtle "Hurry Up I Need The Money" routine will turn your customer off. Why? Something just won't feeeeel right for them. So they say NO.
Ditch The Guilt Trip and Let Your Customer Off The Hook
Look. You're not going to get them all. It happens to me too.
If someone doesn't return my e-mail or phone calls - I will send them something in the mail as a thank you for the opportunity to meet with them.
I'll make them curious. I'll stay in touch. One thing I don't and won't do?
BEG.
And 9 out of 10 times they end up calling me when they are ready.
So there.
Kim Duke, The Sales Diva, provides savvy, sassy sales training for women small biz owners and entrepreneurs. Kim works with clients internationally, showing them The Sales Diva secrets to success! Sign up for her saucy and smart FREE e-zine and receive her FREE Bonus Report “The 5 Biggest Sales Mistakes Women Make” at http://www.salesdivas.com
