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Most entrepreneurs go through the trauma of a non-sale call. They go through the whole gamut of the sales process, if at all they did dare to, and then eventually find themselves in a quandary since they notice that the sale isn’t just going through. Something seems to be amiss and just how is it that the entrepreneur or the discerning salesman supposed to find out what happened? Read on…
1. Blind-Love : Love is blind, or at least we thought as much. Most entrepreneurs fall in love headlong with their suite of products and services and refuse to believe that there could be a remote possibility of some kind of lacunae or something that should be done to tweak the service or product quality.
This blind love, an adamant stand on the product/service and a high-level of rigidity basically closes all communication gateways with customers, employees and all other stake-holders. It makes the entrepreneur rather isolated, adamant and close-minded. Eventually, too much doting on one’s own products and services is not going to mean a thing if it isn’t being bought.
2. lack of a follow-up : So you did take the difficult step and went out to get your sales. That’s great. Applause. But then, the sales cycle isn’t complete yet. As it has been noted that most customers give their consent after rejecting the idea or proposal or the pitch at least about 4 times on an average, what becomes crucial after your all-important first sales call is your consistent follow-up methodology.
Something that most of us don’t do since you’d have given up on the client or simply because you didn’t know. No follow-up is a no-sale. Period.
3. No Juice : Let’s assume that there are 5 lemonade stands in the city/town you reside in. You had always wanted to start your own business and hence you were eager to start your own lemonade stand. You did just that and stood by the corner of the street selling lemonade for just as much as your competitors do.
Now, if I were the customer, why would I have to buy lemonade from you, apart from the fact that I am thirsty and you are the closest stand I could get to? If you don’t have enough juice to convince me to buy your lemonade and your lemonade only, well, you need a new marketing plan.
