The experts from all over the world are proclaiming that people are around 58%—or more—of the way through their decision process before they contact you or your company or before you as sales persons gets to see them the arts time!
In short, they’ve been online, studying their challenges or looking for better ways to achieve their goals. And, they’ve looked at some alternative options.
Then finally, they raise their hand and say, “I’m keen to see a sales person” On the positive side, they’re impressed with what they see about your product and services – and want to know more.
But on the negative side, most of us never get contacted.
So we can either moan about it – or we can initiate contact with targeted prospects.
When I say targeted prospects, I mean focusing on companies and people who could have the high likelihood of doing business with you.
Then, it’s about making smart contact, based on research, with highly relevant messaging focused on what matters to these people.
I believe it’s absolutely essential for salespeople to initiate contact BEFORE their prospects are searching. What I mean by that is that you are on their profiles, Social Media and all other mediums even before they meet you....
This sales growth strategy has huge paybacks.
Strategies to Consider
First off, if you get in early, you can share ideas, insights and information that would help them achieve their objectives.
This then positions you as a valuable resource – someone who is invaluable. You’ll never be seen as just another self-serving salesperson.
Plus, you’ll have a chance to develop relationships with key people, before they’re looking – and thus build a trust advantage.
Finally, by getting in early, you’ll be able to impact the decision criteria instead of just responding to it.
When a decision is finally made, your competitors won’t stand a chance. That’s what being a savvy seller is all about. Imagine sitting in front of a potential client and he asks "Who are you and why should I buy from you?" OR he/she says:" I read your blogs, whitepapers and found the one on ....especially interesting!"
Whatever you do, don’t let that ridiculous statistic get you down. Smart sellers, savvy sellers, totally ignore it – and that’s how they create their own success.