Are you a "sales whore"? Wow....did I just say that? But it's a great term for the average sales person who likes the quick deal and then move on.
Wham, bam, thank you ma'am!
Very sales training includes the phrase "NEXT," but I think this is a misunderstood concept. Many people hear this and assume it's about the quick sale or move on, but I disagree.
"Next" to me describes a state of mind that's necessary to move forward when one deal didn't work out. Could be that it's a client who isn't really ready to do anything....but it also means don't let the failed deals get you down.
Quick deals are nice....great in fact. But if you rely on them for business, you are always living on the edge. Many people think that's what sales people do.....risk every day of every month. But the truly successful ones do not do that at all. They understand that a sales process can be minutes, or years. It's how you cultivate a pipeline that will lead to a consistent income stream for you.
There are many tools available to stay in touch with future clients. The key is to get one and then use it properly. There are key elements to managing a pipeline.
-
A solid automated system for drip marketing and contact management
-
A schedule/plan of personal contact that you can maintain
-
Do it!
I have a client this weekend who I met 3 years ago. We saw a couple of homes and then they moved to Japan. They've moved back and we're house shopping on Saturday. Why? Because I set them up on a program which worked in the background for me while they were dormant. Now that they are ready, they have been conditioned to see my smiling fact alongside listings and pertinent information. They are my client to lose (and I have no intention of doing that).
3 years ago, I set up my business for this weekend. That's a pipeline. I have hundreds of prospects in my pipeline, which is very good odds for a successful year.
Comments(7)