A lot of salespeople are relying on tired tactics to try to get your business. Whether it’s inexperience or stress due to the economy, they are using tricks to try to woo you. Here are some of the mistakes they make that cost them sales:
You Move Too Fast: At networking events, after meeting someone, you immediately go into your sales pitch. It’s like you’re a windup, “sales robot.” While you should be commended for knowing your talking points, you’re no different than a telemarketer who calls someone while he or she is eating dinner. Actually you’re worse because it’s harder to hang up on someone who’s standing in front of you.
Instead, find out about the other person’s needs before you start talking about your wants. Ask questions about the challenges they face in your area of expertise.
You Don’t Listen: One of our basic desires to know that we are heard. So why would you not pay attention to a possible customer?
When you reply to me, make sure you’re picking up on what I just said. In addition, make sure you remember something specific about me. Write it on the back of my business card if you need a reminder. This way you’ll have an immediate talking point the next time we’re in touch. I’ll be impressed with you for remembering me. Show people you care about them and consider them worth remembering.
You Spam Me: More and more organizations are sending out electronic newsletters. These can be a great sales tool but don’t turn yours into junk email. Just because someone gives you a business card with their contact info, doesn’t mean you have the right to sign them up for your newsletter. That’s spam and a great way to make enemies.
If you’ve got good content in your e-newsletter, tell me about how it’s helped people with similar challenges to my own and let me explore it on my own.. Post a copy on your website that visitors can see without having to subscribe. Most of all, respect my time and privacy.