How do you react when you receive an enquiry through email? (please continue reading once you answer this question)
Do you make sure that you respond quickly? Do you start preparing a perfect offer? That strategy didn’t work out for me. Despite being quick to respond and regardless of my appealing offer, I failed to secure a deal. I usually consoled myself by thinking: “Ah well, they must have already had the whole deal arranged and were only curious about my price!”
That’s until I gained knowledge of sales. The key is simple: a telephone call. A pleasant telephone call. A phone call where I phone people with positivity and a smile on my face and tell them how glad I am to see them interested in my workshops. I then explain that it’s hard to prepare an offer due to the lack of information. I enquire about their ideas and how they wish to carry things out. By doing so, I begin building a relationship and gain an advantage compared to everyone else, who simply mail their offers, since I get an additional experience with that particular company. Since this allows me to also find out what to include in my offer – their desires which they describe to me over the phone! Of course, if I am able to fulfill those.
I observe people making offers, whom I interact with myself and I notice that none of them take advantage of this. They usually respond in a kind manner and send offers that don’t make an impression as big as a phone call, where cooperation can immediately be discussed. We tend to send our offer to multiple people at the same time and we then pick the winner based on who we find closest.
What about you? Would you like to boost your successful, yet pleasant sale? More information about my workshop on the topic of friendly sales can be found here.
