Cheers steve-s, it's actually an interesting time (for me at least) that this thread got revived.
Met a (fairly big) potential client ~3 weeks ago. Meeting was left that I'd follow with a letter, which I sent within a week. About a further week after that (ie 1 week ago) I called a couple of times but didn't manage to get through to the right guy. I left messages both times but didn't get called back...so I figured "fair enough, clearly lost that one".
Got a call about half an hour ago from said bloke, I'm to send out the forms to sign him up
...so don't always give up on someone if they don't return your calls!
Personaly I always arrange a call back when I first speak to a potential customer. People are busy, especially if you are selling to businesses so if you arrange a time to call back for a desicion then you have a mutual arrangment and are not sitting there concerned about time scales and how long to leave it.
I sell database information. I call my prospect, state criteria and offer an email, also i ask for permission to give them a call back and schedule a date for it, that means they know they're going to be chased as it where.
That's the technique my director taught me and it works every time. Of course I do not get a sale every time, but it works a treat for opening up lines of communication.
Was actually taught years ago, that writing the sale got the sale, and it is very true, you will always have exceptions to the rule, thats just the law of averages, but as long as the numbers are tipped in your favour, its all good.
Start writing their details down, but never ask for the information, never say whats the address, can I take the postcode etc (Take = Anti Sales Word) just say so this is (pen on paper) such and such street? They will correct you, consciously giving you the info, when you get near the end of all your bits, you have taken nothing from them, they have handed it to you on a plate, take a while learning this, its an awesome close, if they waiver, find out what they are waivering on, and deal with it, nothing worse than an unanswered objection or issue.
And remember, an Objection is a subconcious question for more information, and it really is!
Hi!
i think in the initial meeting you need to ask open questions to assess what they are wanting ie explian to me what it is you want from your accountant, what do you not want...
After this session you should have a lot of info on what they are looking for, to guage this, ask "if your accountant did this then, would that help" after these answers, link why you are the solution. If they want their accountant to have worked with start ups, list startups you have worked with and what you did for them.
If you do not feel you are able to make a sale there and then try a trial close on your next contact: "if i call on friday with the info requested, would you be in a position to make a decision? or "if i was able to look at your accounts today and come back to you in 3 days time with a 5-10% tax saving, would you hire me?"
i have found that a trial close gets a "gut" reaction and can open up hidden objections to you or your service.
hope this helps...
Start writing their details down, but never ask for the information, never say whats the address, can I take the postcode etc (Take = Anti Sales Word) just say so this is (pen on paper) such and such street? They will correct you, consciously giving you the info, when you get near the end of all your bits, you have taken nothing from them, they have handed it to you on a plate,
That is a fantastic technique, will start to use it tomorrow mate, ta.
I don't know about accounting servics, but in my line of business (corporate computer services) you need to follow up at least once, and provided you're polite and not pushy people don't seem to mind.
The ideal is to close the meeting in such a way that the prospect knows you'll follow up. I would then confirm the outcome immediately by email, and if they don't come back to me would follow up in a week and again a fortnight after that, and if I hear nothing by then walk away.
IP is right. Set the tone at the outset and ask the client what they want. They will tell you. Just ask.
This way you have had a commitment from them of sorts, and it puts your mind at rest.
Something like "with your permission I will email an outline of what we have discussed in the next 24 hours. Would it be OK to call you Wednesday (or whatever 2 days is) and go through it and answer any questions you may have."
They will either say fine and that's you sorted, or they will say no and tell you how they want to be contacted.
Also!!! Ask for the order / business.
Do some sales training, read a book and try different ways. Don't be scared to ask for the order. But do it the right way.
If you have what they need, they will buy, unless they don't like you. Which is just one of those things.
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