Posts Tagged ‘sales comunication’

Learn to Focus On What You Can Control in Sales Communication

Funny thing about human behavior is we humans have a tendency to focus on what we cannot control.  This is quite evident in sales communication.

For example, in today’s 24/7 “I want an instantaneous response to my email, my text or my phone call world,”many SMB owners and salespeople fail to communicate what they can control such as:

  • Hours of operation
  • Response time
  • Contact name
  • Location

sales-communication

Just imagine what would happen in the automated email message to an inbound email sales lead might include the following:

Thank you for your inquiry.  We will respond within 24 hours during normal business hours Monday-Friday, 8am to 5pm, Saturday, 9-12 Noon, Central Time, USA. Our offices are closed on Sunday and will respond the next business day.

A similar message could be placed in the voice mail as well as when salespeople return calls to sales leads. Also this message could be placed on each page of the website where sales leads can send an web response request. Over sales communication in today’s world is a good thing.

Sales research suggests sales leads via email get cold very quickly, in 15 minutes.  Additional research from Inside Sales.com shows:

  • 35-50% of sales go to the vendor that responds first
  • Follow up on a web sales lead within five (5) minutes increases conversion rate by nine (9) times

Human beings have short (8 seconds) as revealed through research by Microsoft. Currently a goldfish has a longer (9 seconds) attention span than a sales lead. By focusing on what you can control through all sales communication benefits you to overcome the limiting attention span of your sales lead.

Of course there is no guarantee your sales lead will read or hear your message.  However, by focusing on what you can control you have directed your actions in the most efficient and effective manner possible.  Additionally, if the sales lead does become defensive when responses are not returned promptly, this provides an opportunity for the salesperson to build the relationship through knowledge and trust by stating:

“I can appreciate you being concerned that your inquiry did not receive a quick response. As we have recently included hours of operation in all outbound messages, I want to make sure this new response system is working correctly. By chance did you save the automated message?” 

In many instances your sales communication is the first contact your sales lead has with your SMB.  Just make sure that message is clear and focuses on what you can control.  You have no control of what your sales lead thinks, reads or says. voice

Share on Facebook
RSS Subscribe!
Coaching Tip

People buy results or rather people buy the feelings the results deliver.

What’s Happening?

Internal Results interviews
Leanne Hoagland-Smith
. Some of her answers may surprise you.

Check out this podcast on value creation between David Brock and Leanne Hoagland-Smith

Listen to Leanne Hoagland-Smith at Sales Scenario podcasts

Another list of top sales bloggers

Pre-order this great book How to Get a Meeting with Anyone. You may recognize a familiar name.

Top 100 Most Innovative Sales Bloggers Honored this blog is included in this impressive list.

Best Sales Blogger Award for 2014 Third place awarded to Leanne Hoagland-Smith.

NWI SBDC awarded Small Business Journalist of 2014 to Leanne Hoagland-Smith. Awards.

Expand Your Business Horizons
Sign up to receive monthly newsletter devoted to small businesses and busy sales professionals Beyond the Black
Be the Red Jacket
Seeking an easy and practical book on marketing, selling and sales? Read the reviews at Amazon and then order your hard copy or eBook.
Sustainability Expert
The Institute for Sustainability
Ezine Expert
Blogroll – Leadership, OD
Contact Coach Lee

Leanne Hoagland-Smith
219.759.5601 Main Office CDT
219.508.2859 Mobile CDT

Office located near Chicago, IL

www.processspecialist.com Main Website

Sales Corner

Tracking by The Sales Corner
Blog Rankings
Business Blogs - Blog Rankings
Blog Top Sites
Plazoo
RSS Search
Blog Log