A NOTE FROM THE FOUNDER, KRISTY DAVIES-SUMPTER
“There’s no point doing much sales activity. Everyone’s on holiday.”
Have you found yourself saying this during August? It’s an easy trap to fall into.
The pace changes. People are away. Diaries are disrupted. And before you know it, most of August has disappeared with prospecting and follow-up sitting on the back burner.
But there’s still time to change that, because your pipeline doesn’t know it’s August!
And while some of your prospects might be sitting on a beach somewhere, plenty of others are still working, making decisions and planning what happens when everyone is back.
So don’t write off what’s left of the month and tell yourself you’ll get going again in September.
Use these final days of August to reconnect with people, pick up conversations and get some activity moving - or at least plan it and get it on your to do list.
Because September will arrive quickly.
And I’d much rather you went into it with conversations planned, or already happening, than enduring a standing start.
What you do now could make September a very different sales month.
They're all away on holiday
Picking up from my introduction - which have you been guilty of over the Summer:
“They’re probably on holiday.”
“They won’t want to hear from me in August.”
“I’ll wait until September.”
Here’s the problem.
You’re making the decision for them: You don’t actually know whether they’re away, too busy or uninterested. You’ve simply decided that now isn’t a good time to contact them.
And that mindset can cost you opportunities.
Instead, try this reframe: “I’ll give them the opportunity to decide whether now is the right time.”
Send the message. Make the call. Follow up. If the timing isn’t right, they’ll tell you.
But if it is, you might just be having a conversation your competitors have decided to wait until September to start.
Don’t reject yourself on your prospect’s behalf.
3 Questions to Ask at Your Next Exhibition
Exhibition season is starting up again soon, so here’s one small change that can dramatically improve the quality of the leads you come away with.
When someone stops at your stand, qualify them.
It’s very easy to fall into polite chit chat, tell them everything about what you do, hand them a brochure and hope something comes from it. Instead, try these three questions:
1. “What made you come over and have a chat with us today?”
This tells you what caught their attention and gives you an immediate starting point.
2. “What are you currently doing about [the problem you solve]?”
Now you can understand their current situation and whether there is a genuine problem you could help with.
3. “Is this something you’re looking to do something about soon?”
This starts to uncover buying intent and helps you distinguish between someone with a genuine opportunity and someone who is simply interested in the subject.
Three questions, a much better conversation and the ability to find the real leads.
If you want to make sure you ar maximising opportunities at your events, click here.
How to Build a Consistent & Healthy Sales Pipeline
Thursday, 10 September, 12:00pm - 1:00pm
If your sales feel unpredictable, your pipeline looks thin, or you’re constantly worrying about where the next deal will come from, this webinar will help you understand why consistency is missing and what needs to be in place to fix it.
In just an hour, you'll get clarity on how to take that pressure off.
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