Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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After Your Sales Call
Follow Up Every Sales Call
Get in the habit of following up every meeting with a written note thanking
prospects for their time. Even if you will submit a proposal, dash off a quick note
to maintain the momentum of a positive meeting. This is not a common practice.
You will stand out as someone who cares and appreciates the time investment.
What do you say?
I usually begin each note with a “you” or a specific quote from the individual.
I might say something like, “You certainly have a challenge with . . .” and then follow
up by saying that I am looking forward to working on the project. I mention
any deliverables that I have promised and thank the individual for taking time to
meet with me, for agreeing to meet in the future, or for the business if we struck a
deal. That’s it. I try to mail it the same day, or the next day at the latest.
Review Your Meeting
Did you achieve your objectives? Were you as prepared as you needed to be? Did
you get the information you need for the next step? Did you build rapport? Did
you build credibility? Trust? Did you perform as you would expect a rainmaker to
perform? Do you know what you will do better next time?
Four of the most common mistakes I witness during sales meetings is that the
consultant talks too much, jumps in with a solution too early, fails to build a relationship,
and is unprepared. Think back to the meeting. If you were talking more
than one third of the time, it was probably too much. You can’t learn anything
while you are talking.
Which brings me to the second mistake. What were you talking about? You cannot
solve a problem without knowing what the problem is. If you were talking
about the effective process you use or the model you have created, you may still
not know whether the client even needs them. One of the books on the stacks
around my desk is entitled Shut Up and Sell. Although it doesn’t present the concept
I am relating to you, the title sums up my message.
The third mistake, failing to build a relationship, is a result of the first two. As a
consultant you most likely build trust and work to solve your clients’ problems. Selling
is the same. You build the relationship and help the client solve a problem—who
to hire. The only difference is that you may not be a part of the final solution—this
time. However, you will have built a relationship for the next opportunity.
Marketing Your Consulting Services