The sales and marketing world is becoming so interesting to me. Every day we hear and read that the world of sales has been in a shambles and there are new and improved ways and tools to do everything better than we did before. Do it this way and you’ll win; do it that way and you’ll lose.
I was once told by a very wise mentor, early in my sales career, that the world of absolutes leaves little room for growth, collaboration and productivity. So far he has been proven right.
I wholeheartedly believe that to grow and evolve we must listen, absorb, and learn to improve, to become better at anything- our relationships, our work, our life. Who doesn’t want to improve, become better or become the best?
Does the Product or the Process Engage Customer Interest?
So my question is for those in sales. Do we think the product saves us and brings us to that next stage in the sales cycle?
I’ve now had this experience with a number of companies who offer great products.
I expressed my interest in their product, received the information I needed, thanked those that helped me for their help and let them know that I was interested. But I told them I’d pursue a further discussion when timing was right, as it wasn’t now.
After a few attempts to reconnect with me, I received what I call the crutch: “Here take a look at the product demo or join our webinar, because I cannot connect with you.” Neither the product demo nor the webinar will hold my interest or engage me at this point, because I‘m not ready to move forward.
The Lead Generation Process Works When You Ask the Right Questions at the Right Time
I’m not opposed at all to a call, an email, an attempt, a connection to build a relationship with me. In fact I encourage it, so when I do buy, I can choose from vendors who have spent the time to build a relationship with me.
Instead of sending me an invitation to your product demo or inviting me to your webinar ask me, your potential buyer, a simple question.
That simple, first question would be: What else can I provide that may help you at this point?
And then just listen. That one question would help you start to understand me the buyer. You would help me the buyer start to feel comfortable with you.
Good Questions Build Good Sales and Marketing Relationships
When you have the urge to invite someone to a webinar or share a product demo with someone who hasn’t responded, try asking questions. Asking questions can open up a dialogue and engage the buyer. I would be interested in hearing how your buyers respond.