In a time when it's never been more important to engage our customers and sales leads in a personal, one-on-one relationship and to generate new opportunities by intention and honesty rather than luck, it makes no sense to be sloppy or deceptive.
I am amazed at the number of times I hear salespeople open a telephone conversation after an appointment, presentation, visit, or previous conversation has occurred with these immortal words: "I'm just calling to follow-up." Isn't that inspiring?
How many people want to have a salesperson "follow-up" with them and push for a sale? Not that many.
Then there's the "I'm following-up on the email I sent you a couple of weeks ago" which was never sent. This is just a pick-up line.
As we close out 2010 and get ready for a banner year in 2011 - let's endeavor to be up front with people and really connect with them.
If we've never met them, say so - but explain why we are calling or reaching out to them.
If we are calling after an appointment - let's just state our business and get on with it. No point in the gratuitous "I'm calling to follow-up." First of all, unless they are in sales themselves, they probably aren't giving us a gold star. Secondly, they aren't impressed because we are doing our job. Thirdly, they only want to know what's in it for them.
Let's be different that the rest. Let's be committed to honesty and professionalism.
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For more information on my coaching and educational programs and services, visit my website stevehoffacker.com, or go to my other blog homesalesinsights.com for additional sales tips, insights, and commentary. Listen to my free podcast messages at Steve Hoffacker's Happenings.
Steve Hoffacker - Consultant, Coach, Author, Blogger, Photographer, Motivator, Teacher, & Strategist - for Realtors, Real Estate Sales Professionals, Home Builders, New Home Salespeople, Entrepreneurs, Small Business Owners, and Independent Sales Representatives.
© Steve Hoffacker, 2010. All Rights Reserved.
