This is the final installment in the Sales for Introverts series.
Go through in order to discover how to become an effective salesman, even if you’re an introverted guy who doesn’t consider themselves ‘slick’.
In this final installment we discuss some miscellaneous points that didn’t fit elsewhere, what to do after the sale is made, and finally wrap it all up.
Before even getting to a sales call or meeting you want to qualify your prospects, to ensure they’re a good fit, and that you won’t be wasting your time.
Depending on what you sell, the market you sell to, and the price point; the level of qualification, and the way that you go about it, will differ.
It might involve them filling in an application form. The act of filling the form in itself acts as a barrier, and disqualifies people who are not serious. Then, what they actually put on the form can be used to further qualify if they meet the criteria to work with you or not.
Qualifying prospects not only saves you from wasting your time, it also shows that you have standards and positions you as more valuable in the eyes of the prospect. If it’s obvious that you don’t take on any old body as a client, they are more likely to value you highly and assume you’re better than the next person who will work with anybody that has a pulse.
The more intricate your qualification process, the more ‘pre-sold’ your prospects will be when they turn up for the sales call/meeting.
Aside from an application process, you can also deliver content that pre-sells your prospects. This could be in the form of a brochure, client testimonials/case-studies, or digital content like a podcast, video, or webinar.
This is building up the ‘know, like, and trust’ between the prospect and you/your business. Getting them excited to work with you, by showing them what is possible, what other clients have achieved, what they can expect, etc.
You can just get people in to sales meetings/calls and do all of the hard work yourself, but it makes most sense to me to leverage as many systems and assets as possible. Make the process easier, less time consuming, and stack all of the odds in your favour by creating a great user experience that is delivering value every step of the way.
Always Take Payment
I’ve mentioned this already in previous parts of this series, but I need to stress it again. It’s that important.
Take payment on the call or at point of sale.
Even if it is only a deposit, make sure that you get a financial commitment.
This is for your benefit, and the clients benefit.
It saves you the time, energy, and stress of having to chase people up. Of them disappearing and not paying you. It saves them the stress of avoiding you, having to tell you they changed their mind, and getting their phone blown up by you calling when they don’t want to talk.
It’s very common for people to get cold feet, especially for big purchases, or things that are going to challenge them. It doesn’t mean they don’t want your help/product, and definitely does not mean they don’t need it.
Letting them backout is generally NOT serving them.
They’re going to stay stuck exactly where they are, if they don’t do something to change it.
Take a payment during the sale, even if only a deposit, and you will save all of these headaches, better serve your clients, make more money, and save a lot of stress.
The first time a big client backs out after a verbal agreement, you will see what I mean, and hopefully not make this mistake again.
Post-Sale Relationship Management
Your job as a sales person doesn’t end as soon as you collect the money.
The sales process is part of your customer experience, just as much as your product or service is. During and after the sale, you always want to have a mind on providing the best possible experience for your customers.
That means after taking their money, the job has not finished – it’s only just begun.
The transition period between paying you, and starting to use your product or service is the point your client will feel the most anxiety.
They’ve just spent money on something, possibly committed their time/effort to doing something uncomfortable, and until they actually get started there is a big unknown.
There’s a big gap that their mind can fill in with all sorts of anxiety, fear, regret…
You want to avoid this fear of the unknown – for your benefit and for theirs. All you need to do is fill it in for them, and hold their hand through the process.
Tell them at the end of the call/sales meeting exactly what the next steps are. What they need to do, when they will hear from you, when they will start, etc.
If it’s a relationship that requires appointments, book the first appointment there and then.
If you require them filling in forms, giving you information, etc. tell them what they need to do, why they are doing it, and spell out exactly what to do if they’re stuck/unsure. Do NOT leave them on their own, feeling embarrassed because they don’t know what to do.
If you sell something online, have a video here that walks them through exactly what is going to happen, and reassures them of any fears they might have.
If it is at all possible, you want to give them an immediate easy win. Nothing will go so far to alleviate anxiety as a tangible win.
If there is something they can go and implement, where they will see immediate and tangible progress towards their goal, give it to them as soon as possible.
Let them go get their first small win and they will already love you. Be fully bought in to your process, and eager to follow exactly what you say.
Again, even if you’re selling software or something with no human contact – do everything you can to begin consumption immediately and give them a quick win.
Ask for referrals
Immediately after a sale is actually one of the best times to ask for referrals from your clients.
They’re still high on the energy of taking action themselves, and that enthusiasm can be tapped into by asking for referrals.
Use the Referral Machine I have laid out in this post to learn exactly how to do that.
They’ve just committed to buying from you, and given you money, they will never be as compliant as they are right now.
Sales for Introverts Wrap Up
That’s a wrap for the sales for introverts series.
Go through the whole series in order to learn how to play to your strengths as an introvert, create win-win situations for you and your clients, and build your business with a solid sales process.
If you want to learn how to sell on an even deeper level from someone who spent a decade in the trenches as a professional salesman check out How to Sell by Will Freemen.
If you have any questions about selling as an introvert, drop them in the comments.