Over the years we’ve seen a fair few, but here are the top things to avoid doing if you want to make more sales. Whether it’s telesales, networking, email marketing, there is best practice that will help you achieve better results with your lead generation, and there are some common habits that some sales people fall into.
- Going straight into sales mode. How many times have you met someone at a networking event and they’ve handed you a business card before you’ve even finished saying hello? People buy from people that they know, like and trust. Handing over a business card immediately does not help you to build this relationship! Don’t do it!
- Sending a mountain of communications that are all about your products and services. It’s fine to send sales emails, but these should also either contain or be interspersed with emails that are not selling, that are designed to show who you are, and build a relationship. Receiving lots of emails that are selling products is likely to result in people unsubscribing from your database which means you can’t communicate with them at all.
- “I never have time to follow up”. You meet someone at an event, you pop their business card in your desk drawer. They told you they might be interested, so why aren’t they calling you wonder? You’ve got to keep in touch, and follow up. You’ve got to set up some system and processes to make sure you maximise on all of your marketing activity, that means follow up, follow up, follow up.
- “This guy keeps on pestering me!” Aha you say! But what about follow up? Isn’t that pestering people? Follow up, done well, is not pestering people. Call your prospect, if now is not the right time, agree a good timescale to call back and say that you will. Then do it. Having this agreement to keep in touch keeps the relationship building, and avoids them feeling like you’re pestering them. Also use different methods of communication instead of just one, for follow up; call in July, send an email in August, comment on their article on LinkedIn in September and call again in October.
- Not valuing the process of disqualification. It’s as important to disqualify a prospect, as it is to qualify. If you don’t take the time to do this – checking if they’re the right person, they’ve got a budget, they’ve got a need etc, you will end up chasing and chasing people who are never going to do business with you. The NO’s and the people who you know don’t have the budget can be crossed off your list, leaving you more time to focus on the people with potential. Disqualify and move on.
- Hiding behind a business façade. In our book, this is one of the most common mistakes made in sales. This manifests as things like using scripts, not listening to the prospect, sounding like a sales person, asking irrelevant questions, saying what you think you should. It is crucial to be yourself in sales, in business and in life! People buy from people they know, like and trust (see point 1!), and being yourself allows this important interaction to take place. Working on auto pilot or in a way you think you “should” is pretty unhelpful, creates barriers and doesn’t build relationships.
If you’d like any more information or help with your sales, just give us a call. Nothing beats a conversation!