Rejection is one of the hardest things that a small business person has to endure. You may have the best service and you may have the most knowledge and even after your “awesome” presentation, if the prospect does not buy from you, don’t give up.
In real life, very few people buy the first time they meet you. If that is the end of your sales efforts, you may not survive. A prospect is a valuable lead even if they don’t buy from you on your first, second or even third attempt. Consider the following:
- Over 70% of sales are made on the 4th through the 10th contact
- Research shows that prospective clients, that you mail to, need to hear from you 5 to 7 times before the trust factor starts to kick in.
- Remember, you educate your prospect not sell your prospect
- Learn from each contact
- Database management is still one of the most effective tools a service business has
- I use the web as a tool to see my clients face to face. It helps build trust and allows for more client visits.
- Make use of video testimonials from other clients to help educate a prospect
- Customize your presentation to the needs of your prospect. ( do your homework before the meeting)
- Each contact with a prospect is a relationship building process.
Don’t expect “instant gratification” when visiting a client the first time. On the rare occasions that you make a sale on your first meeting, consider that “luck” and don’t expect it on your next presentation.
Being both patient and persistent if the key to a successful marketing program. ” A little bit at a time, all the time” will yield the best results. Remember, everybody you meet can be a propsect or knows someone that can become a future clients. Treat everyone with care and respect.
You gain strength, courage and confidence by every experience in which you really stop to look fear in the face. You are able to say to yourself, “I lived through this horror. I can take the next thing that comes along.” You must do the thing you think you cannot do.
Have a great day!