Reason #1: Your buyer has way too many things on their brain and you simply aren’t catching their attention.
More specifically . . .
They are exposed to over 3,000 advertising messages per day according to FastCompany Magazine
They send and receive over 100+ emails daily according to Radicati Group
They are interrupted 7 times per hour according to Wendy Cole at Time Magazine
How many internal phone calls do you think they get?
How many external phone calls do you think they get?
How many calls do you think they make each day?
How many voicemails do you think they receive daily.
Does your average buyer have a big work load on their plate? Most (thanks to downsizing) now have the work of at least one other worker on their plate,
Bottom line . . .
Its way too easy to slip off a radar screen when you have to “Indiana Jones” your ass through all that stuff as a sales person. No?
Reason #2: You’re not consistent in contacting them. You might go hot and heavy for 3 weeks, disappear for 8 weeks while you service your accounts, come back for a few weeks, disappear etc
Time Out! Reason #500 why you really have to schedule your hunting activities or you’ll most certainly fall into inconsistent hunting habits.
Reason #3: You’ve conditioned your prospect to ignore you by . . .
Hitting them with the same lousy “sales message” or leaving the same forgettable voice mail
Being too predictable in that you only call or maybe you think you’re mixing it up by calling and then immediately emailing
You do all of the above on the same day and time each time you contact them.
Time Out! This is why you might want to map out your communication ahead of time.
Reason #4 You sound like everyone else and you approach them through the same channels as everyone else.
Have you ever taken a good look (and listen) to your sales messages?
Do you tape your end of the phone conversation and review?
Do you ever compare notes with others on your sales team
Sales Managers . . .
I wonder if there would be some serious value in having a meeting where everyone compares and critiques each others emails? Perhaps you could compile a word doc of everyone’s emails and get it out to the team so everyone has options.
Reason #5 You haven’t gotten the memo that eyeballs have shifted so you fail to show up in the places where they show up or you refuse to show up in those places because you don’t “get” Twitter or Linkedin etc.
Please tell me that you understand that your prospect doesn’t care what you get.
It never was about you!
Enough about how we slip off the radar screen . . .
How does one stay on it?
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