Have you ever ever hit it off with a terrific prospect the place the 2 of you actually related? On the finish of the assembly he mentioned to present him a name in a pair weeks and get again collectively. The issue is that after quite a few makes an attempt by voice-mail and e mail to reconnect with him, what appeared like a scorching prospect has now turned ice chilly. Sadly, you’ve got made a standard mistake while you ended your assembly. As a substitute of agreeing to name him “in a couple of weeks” it’s best to have mentioned one thing extra particular like, “John, I am so glad we got to talk. So we don’t play phone tag, let’s pencil in a time and date that would work for us to reconnect on this issue?” Utilizing this tactic holds each events accountable by setting a date and time on your subsequent assembly. When you set that assembly, it’s best to comply with up by saying one thing like, “To ensure that our next meeting is productive, what specifically will be of most interest to you that we should be prepared to discuss further?” This query lets you probe slightly deeper and uncover John’s motives and what he expects to occur throughout the subsequent assembly. Discover the phrase “prepared”. You are implying that each events ought to plan on offering extra concepts, sources or folks to maneuver the connection ahead.
It is common to fall into the lure of attempting to look informal and non-committal. The issue is that it comes again to hang-out you. You’ll by no means anticipate your physician to say to you, “Ok, it was nice to have you here for these serious medical tests. Why don’t you touch base with me in a couple weeks?” We anticipate our medical doctors to set appointments, have formal comply with up and provide you with a plan of motion. The identical must be true for a gross sales skilled. When ending a gathering with a possible new buyer, you wish to be as proactive as potential: Schedule an appointment for a comply with up conversation- whether or not it’s in particular person, over the cellphone, or by way of e mail. Set up the subject of dialog for the following appointment- perhaps you may be going for a tour of the manufacturing facility to achieve higher understanding of the operation, otherwise you is perhaps discussing lead occasions on your merchandise; no matter it’s, it is very important prep the potential shopper by detailing simply what you wish to cowl within the subsequent assembly. Ask the potential buyer to do some homework- you need the opposite particular person you’re assembly with to have some funding within the course of, in any other case it’s too straightforward to blow you off. So, ask him/her to assemble some knowledge, deliver one other particular person in on the dialogue, or anything that requires them to speculate time, cash or sources into this relationship.