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How's your response time? If you want to earn more cash
than you can spend, then you must realize that you sell
service. You sell yourself.
In order to become successful, you must deliver on time, We
should all reply immediately when we are contacted, because
first impressions can make us or break us. You may not get a
second chance if you mess up your first impression.
Be prompt!
Many sales organizations have sales assistants that are on
call during all business hours. Do you recognize yourself
when you read this? "Your email is important to me but I'll
get back to you later" That statement is the ultimate
contradiction. If it was true, no valued customer would ever
see a message like that from you or me. Accessible support
is not some expensive luxury. It is a business retention
requirement.
You surely can't be totally accessible. Even with the
convenience of auto-response, a live response needs to be
made as soon as possible. A single support person can, in
some instances, handle up to several sales departments. Most
single high-performance sales professionals have a few
reliable support people. People prefer to do business with
those who indicate a real desire to make things happen.
No one really likes to wait and prospects should never be
made to wait unreasonable periods of time. Put yourself in
the prospects shoes. How did you feel the last time someone
kept you waiting? Anxious? Aggravated? Probably so. Does
that seem like a positive environment to make a sale?
Of course not.
Improve your response time. Make your prospect feel the
value that you place on him, or her. Always remember that
you are someone's customer too. If you don't like waiting,
neither will your prospects.
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