I stumbled upon some research that provided me with some actionable insights. These findings, when implemented, could have a big impact on the bottom line of your business.
We all have our quirks and things that we aren’t aware of – the important thing is that we are shining a light on these issues and addressing them to provide a better experience for our surroundings.
You’re pushier than you think
In a recent survey, only 17% of salespeople thought they were pushy towards their prospect. Looking at the other side – 50% of the actual prospects would categorize their sales rep as pushy.
The most common association people draw towards a pushy behaviour is that the persons are too eager, forcing the deal. Some clients actually prefer the pushy salesperson, because they can relate or it just suits them.
The limit towards what is pushy for me is pretty short. I’m knowledge and information focused when buying, and therefore I need one of two things;
1) Relevant information that makes it a no-brainer
2) Time to do my research
When you can identify this pull and push relationship, not just towards the information focused buyers, but to all sorts, you have turned that pushy behaviour that 50% of prospects experience down to a reasonable level.
Emails can be a waste of time
Another survey showed that barely a quarter (24%) of all sales emails are opened. To fill your quota you are therefore likely to required to send a ton of emails that are going into the trash.
The most important factor in getting your email opened is the subject. You only have so many words that you can squeeze in there, and each of them must serve a purpose. Using the values of the prospect to your advantage, finding the correct words becomes a breeze.
We have four primary personality/value groups, with an approximated even distribution in the population, making it 25% each. Kinda closely related to that 24% that actually open the emails? Put yourself in the customer’s shoes, because as of now it seems like only the persons that can relate to your subject is reading emails.
Don’t forget to ask about referrals
83% of customers with a positive experience would be happy to provide a referral – yet only 29% end up giving one simply to the fact that the salesperson didn’t ask.
This goes beyond how many would or wouldn’t give a referral. The kicker is that only customers with a positive experience would give referrals. The customer experience isn’t settled at delivery, it’s starting on the very first call. If the salesperson is providing an experience of lesser quality, and they against the odds end up buying, how stellar must the actual delivery be for the overall experience to be positive?
Creating that joyful buying journey is in every interaction. Salespersons need to adopt the customer’s interests. Do your own thing is probably great advice for life in general, but when it comes to selling, the customer’s thing is more effective.
When all the prep work is done, the customer has signed, now is the time to put in the referral question. Just make sure to ask in accordance with their values. Informational buyers such as myself aren’t inclined to give you a referral based on your ability to quickly close a deal.