It’s the little things that make a difference in the sale. Each detail in the buyer/seller relationship makes an impact. Focusing on delighting your prospect early in the relationship is essential and it’s all about earning trust with your buyer.
There’s really only one way to do that:
Make commitments and follow through.
In any relationship, it’s better to under-commit and over-perform. The alternative is weaksauce. Here are some suggestions on how you can under-commit and over-perform in sales:
1. Commit to Send a Proposal in a Day, Then Send it Sooner
Quick responses get the attention of your buyer. Provide them with the information they need before they expected it and you’ll be proving you care.
2. Ask if it’s ok to Make an Intro in the “Near Future” and Make it That Day
If there’s one thing not many will turn down, it’s a great introduction. Set up a template and try to knock out 3-4/week. Surprise your buyer with them and they’ll hold you in higher regard.
3. Send a Follow up Email Immediately After Every Call
It’s the little things…remember? Recap the main points of the conversation to reiterate that you listened to your buyer. Keep it short and sweet, no more than 3-4 bullets/sentences. (Bonus: this reminds them what they committed to do).
4. Go the Extra Mile on Research And Bring Up Important Events in Your Communication
You’re trying to discover information that other salespeople don’t find. Monitor news alerts and job changes can help pinpoint the direction the company is taking. Get great at listening on Twitter and figure out how to dominate LinkedIn. They call this the ‘extra mile’.
5. Find Relevant Articles That Will Help Their Career
It’s all about providing value, right? Don’t just show you know what’s happening to their company…find articles related to their field.
If you can help them with something unrelated to what you’re selling, you’ve ultimately shown that you’re there to help them. More often than not, they’ll appreciate the sincerity and show interest in you in return.
Exceeding expectations is one of my favorite topics! It would make my day to hear some additional ideas I couldn’t think of. Follow me on Twitter here and leave a note wherever most comfortable.