CRM to track leads

When a potential client tells you that they are interested in what you have offered but then never calls you, Do you insist or expect? Imagine this situation: it cost you a lot achieve the meeting with the potential client has finally gone well. You have heard what you have to say, you’ve noticed that your block need perfect with what you have to offer, you told your services, your methodology and everything your client has asked. The meeting was a success.

But your client asks you a few days to think, or just need to resolve a few issues to talk with you and return despite several days have passed have not heard from him. What do you do? There your odyssey begins: “How long should I spend to contact you again? I do not want to look like a heavy but is that anxiety kills me do I call or not call? Would I send an email? Maybe I can go during lunchtime to see if I hooked and wonder what happened. And if you think that does not really interest me as a customer? Because really told me to resolve this situation was urgent. ”

Do you feel identified with these words? Sure ever you happened to you. If so, that you will learn will be great for you, so you always need and rarely have it, we advice to make proper and effective follow-up to your potential customers!

Tip # 1. Begin by banishing cold-door sale

The “cold-door selling” as its name suggests is figuratively appear to him in front of his nose to a potential customer or prospect really has not shown any previous interest. I know that if you’re a born salesman or you spend 100% of your time to sell, you’ll be making you crosses and thinking that would not be an exceptional seller if the sale will not use cold calls. But if you’re not one of them, if you are simply a professional and sell your services and your knowledge in your professional practice, avoid talking with people who are not interested in what you have to offer.

If in doubt, you think what it is that you felt the last time you phoned to offer a credit card, a cell phone or a new car you’ve never even had intentions to evaluate (let alone get to think how they got your number ) or they knock on your door on a Saturday morning to offer the new water purifier filter or a collection of illustrated dictionaries. I think you’re going and understanding.

A�Tip # 2. Follow up task is yours, not your client

Now, when you really had a sales meeting with a customer interested in your services, you probably also have to keep doing your homework to track this person, whether he told you that “you have to think” or I said to you that agrees, but has to do A or B before starting.

Many say “if your client is really interested, you look up under rocks” and it is often true. But also, it often happens that your prospect is extremely busy not only with the current situation (why you are considering so that you help him resolve) but with other circumstances of his life, family, etc. And maybe not to forget all of you and your promise to you, but really the situation exceeded. So call or e-tracking will again put you on the map of your day to day and it will be easier to take 5 minutes to answer.

Tip # 3. You do not want to fall “heavy”? Be specific about what will happen next meeting

One way not to fall heavier ask you (at this point yet) prospect to tell you when you can give an answer, or what their decision-making process, or what procedure must meet to make a decision (sometimes the decision is not staff, must consult with the family or your partner, or a corporate decision that goes through several levels and not only does not depend 100% of it, but it takes time).

When you motivate this person to be specific on the next steps, you are being too specific in the steps you will follow below. For example, if a potential client says “I have to think” I usually ask “when do you think you can give me an answer?” If the person is really answering me to consciousness (and not only wants to end the conversation and run away from what I offered him because he is not interested but gives “it” speak directly) evaluate your next week, his agenda, his commitments to see when is a good time to answer.

If the person is about to make the bags for a holiday trip or work and be out the next 15 days, it is good that you know and so will not be checking your mail every day waiting for a response while the sender is taking daisies in Cancun and the last thing you think you are.

A�Tip # 4. Monitoring yes, beg him not despair: the result independA�zate

Given all the above keys, and you’ve done a good idea of what have been your potential customers that were closer you can convert customers, and which needed little more than a miracle or an alien abduction. So now you’ve learned to focus on the people who really show somehow that follow in a particular line of interest with your service, you can become independent of the result and put together a procedure for the follow-up to the meeting.

What is it about? Determine how many interactions and what type (calls, visits, emails, for example, and how content: questions, suggestions, reminders, etc.) have with your prospects after that wonderful sales conversation in which you’ve offered your service and everything went so well. A well-armed procedure will improve your natural state of anxiety ( “I said yes, and now does not answer me … what should I do”) and helps you become independent of the result. That is, to focus on what you can control and not worry about not more so (the disappearance of your potential customer).

Tip # 5. And if it disappears, wish him luck and think that it was best for both, at this time

I know you’re thinking, “is easy to say, but to do it?” But think of it this way, a person who tells you that yes, hire your service, who wants you to help must also show a commitment to himself and the task he must perform (unless delegated all of you and he goes for those margaritas to Cancun).

If after a monitoring process that have successfully designed (and resolve issues as specific problems you may have had, how busy and could not answer, or daily complications have been made completely forget what he had said) yet so again not telling you yes or “I’m sorry, arose a or B and I can not continue with this idea,” definitely not going to be able to do a good job with this person. So forget about it, again focusing on other people who themselves are waiting for help here and now, let this person handle your other problems and, if it considers that the time is right, maybe back to ask a question.

It sounds hard? It can be, but remember to be of service to your customers means not please them in everything they can think of. It means giving them the best service you have to offer and they value to help them achieve what alone could not. If you require commitment on your part, I assure you that your client also will have to put a lot of yours too.