Salespeople know the routine.
Telephone call goes out, no one picks up and you leave a message
You hit ‘send’ and the e-mail lands in the customer’s Inbox. No reply.
Third scenario: Customer asked to hear from you or you have a planned next call and the customer is AWOL.
What is going on? Should you try again? Should you keep trying to reach the customer? Should you knock it off and pack it in?
The answer is you need multiple follow-ups. There is research that an enterprise sale requires five follow-ups and most salespeople give up too early. There is also valid research about how cold calling should be warm and messaging should be exciting. Putting those aside, for the moment, if you believe in your solution here is why you need to keep politely trying until you connect or the customer tells you otherwise.
10. Your message was just not exciting enough.
You are contacting humans after all.
9. You do not get to score/sell if you don’t take the repeat/follow-up shot as someone famously said.
Well, something like that. You don’t see quotation marks around that statement, do you?
8. Message was never received.
The electronic dog ate the electronic message.
7. Customer knows that he/she is the customer and you are the salesperson.
The customer expects you to put in the extra effort to get the business. The ball is in your court!
6. The project has been postponed or cancelled or been given to a competitor who adeptly followed up.
You did not follow-up adequately to either know this or get the business.
5. Customers are simply disorganized.
Help their lives by reaching out.
4. Customer means to call you (see below), but has lost your number or e-mail.
“What was the salesperson’s name/telephone number again?”
3. The e-mail or voice-mail was deleted or buried.
It could have been assigned to the ‘will take care of this later’ column, but time has not freed up yet.
2. Customers forget.
We all forget things especially if it is not in our Calendars.
1. Customers are at work.
They are busy and have many things on their mind.
Things That Need To Go Away: Salespersons Who Have Better Things to Do Than Try And Try Again