Tip of the week: Converting sales that fall into your lap
You’re sitting there working, minding your own business, when someone calls, seemingly out of the blue.
The prospect seems to virtually ask you for your services. Your immediate temptation is to try to close the sale right away.
Who wouldn’t be jumping for joy and grabbing a pen as quick as a wink?
Here’s a tip. Don't.
If you really want to get the business, take a deep breath, count to 10 and follow these three simple steps:
1. Back off and establish some kind of relationship.
Exchange a few pleasantries. Get a feeling for the type of person who has just called you.
2. Find out what is going on.
The situation might not be what it first appears to be. Establish your surroundings and get the information. It might be too early to try to close.
3. Ask to set up an in-person appointment.
It usually pays to establish the kind of personal bond that comes as the result of face-to-face contact.
By resisting the temptation to immediately close what appears to be an easy sale, you will convert a larger number of those prospects into paying customers in the long run.
Tip supplied by Debbie Mayo-Smith of Successful Internet Strategies—www.cleveremailing.com
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