There are a variety of key skills needed to become a successful business owner or entrepreneur, especially when it comes to sales. And it’s not all about hand-holding and knowing the right questions to ask, either.
Whether you’re just starting to learn tactics to improve your sales strategy or you’ve been in the game for years, you should make sure you aren’t making the following mistakes that may be impacting your bottom line.
Moving Forward Too Quickly
By far one of the most common pitfalls of anyone who sells a product or service is not properly pacing through the sales process to meet the client or customer where they are.
As you may already know, many people out there have at least some level of distaste for “sales” for this very reason: they see it as being too pushy. In order to avoid making your sales leads feel rushed, you should ask permission during each stage of the process.
For example, if you meet a new contact and set up a one-on-one to see if they may become a potential client of yours, you might say something along these lines at the meeting: “I’d like to ask you a few questions to see how I might be able to help you. Is that okay?”
However, it’s important to make sure you’re also asking permission to provide suggestions or solutions to their current challenges or questions after you’ve discovered ways you can help. Pacing is about meeting them where they are, not forcing them into a stage they aren’t yet ready for.
Failure to Follow Up
As entrepreneurs, it’s easy to get distracted or overwhelmed with the abundance of to-dos on our lists. So it’s no surprise that some of us often forget to follow up with sales leads on a regular basis.
But we also sometimes worry about being too pushy, and end up doing the opposite of moving forward too quickly: we go slow or halt progress altogether.
Whether you’ve failed to follow up because you struggle with your workload or you’re afraid of scaring people off, work on improving your habits to include check-ins with your leads — more than once! — after your initial consultation, meeting, or phone call. In fact, calling a prospect three times means you’re about 80% likely to reach them, compared to less than 50% if you only call once.
Sticking with One Method
Have you been trying to reach a potential client or customer over the phone and only ever seem to hear their voicemail on the other end? Try an email.
Not getting any responses to your emails? Pick up the phone and call or text.
Being great at sales isn’t just about pacing properly or following up; you’ll also need to vary your contact methods to have a better chance at staying top of mind, getting ahold of your prospect, and (ultimately) closing the deal.
Join a Mastermind Group in Lakewood, CO
Whether you need help fine-tuning your presentation skills and elevator pitch, or you want to connect with like-minded business owners nearby, consider joining our Next Level groups!
Next Level groups are about more than networking with other business owners — they provide an opportunity to build a referral network for your clients, connect with trusted advisers to grow your business, and learn new skills to help you reach your goals. Request a consultation online today to see if one of our mastermind groups is a good fit for you!