As salespeople, we hear a lot about fear of rejection. Most Sales Leaders believe that the main fortune is in the follow-ups. We should not stop taking follow-ups until there is either a ‘Yes’ or ‘No’ from a prospect/client.

But many salespeople stop following up with prospects after a certain point. Why?

They generally have a fear of rejection – that’s the main reason they stop the follow-ups after chasing the prospects to a certain point.

At that point, we should just believe that the prospect/client might be busy with other important things or perhaps he/she won’t have the need right now but will be in the future.

Also Read: Why is it important to take care of your existing client?

One different thing that I learned is to NEVER make your prospect/client feel guilty for not replying to you.

Steli Efty in one of his videos also talks about the follow-up frequency, the different channels for follow-ups, what to do even when a prospect says ‘NO’, what are the Dos and Don’ts, how to end the follow-up with the breakup email template, etc.

Do you also suffer from fear of rejection? Don’t forget to share your learnings with us after watching this video in the comments section.

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Salespeople understand that prospecting is important, but very few recognize that building relationships with existing clients can be far more valuable. If we manage to keep clients on a longer life cycle, it most certainly builds a stronger revenue foundation than single-deal customers.

Just doing a good job on a project shouldn’t be the end goal. Client satisfaction means nothing if  6 months down the line they forget who it was who did such a fine job. This is why it is important to stay connected with the existing clients – not to sell them anything, but validating them of their importance and value.

If you connect properly, they’ll stay. And they will buy, again.

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Also Read: How to persuade prospects to buy (and not Manipulate)?

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I read an article today that talked about the science behind why people react a certain way, and how we can use it to persuade ( and not manipulate) our prospects to buy our services.

The human brain is more likely to be influenced by a potential loss than a potential gain.

So instead of saying “by using our services, we’ll be able to add X amount of value to your company every year”, more chance of a positive reply lies if a salesperson use “So currently you’re losing out on X amount of resources every year by not doing what we suggested – let us help you get that money back where it belongs.”

After all, we all are humans and our brain functions in similar ways. On one hand, you might be born talented and use such techniques naturally in order to move people in your direction.

And on the other hand, to be a successful communicator you might need knowledge of science that will show you what lies beneath the decisions people make.

Knowing such triggers can help anyone master the art of selling.

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How do you deal when the client simply says, “I’ll get back to you”?

This statement can mean a lot of things. For starters, it could really mean that they need time to get back to you. Next week. Next year. Never.

Or it could mean that they’re just not interested and simply want to duck out of dealing with you.

We usually reply to this by saying “Alright Mr. Jim, when is the right time to circle back with you?”, or maybe something like “I’ll send you some reading material that will set some more context to what all we can do for you”.

What might work better here is to be more upfront about the situation. Forget the selling for some time and just have an honest talk. Use something like –

“Jim, I don’t want to seem rude here, but usually when people say that, what they really mean is a no. All I want to understand is the real concern here, and maybe by the end of this conversation we’ll have a solution ready” (well not exactly that, but something on those lines)– and continue the conversation.

Maybe the guy has money problems, or needs an approval from his boss, – the point here is to try and identify the bottom-line issue, and subsequently, offer an alternative solution.

Of course, you can’t use this as a standard response to every time a prospect tells you he needs time, but it never hurts to extend the business conversation a little to eliminate the assumptions and vagueness.

Pro tip: If you need 30 standout SaaS growth hacks to attain double the growth for your SaaS business, fill out the form below!

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It is important to say a thank you in any situation, whether after closing a deal, after a call, after someone referred you, etc.

Maddy Osman shares in one of her article the following reasons to highlight the importance of ‘thank you email’ –

1. They are memorable – Your clients receive hundreds of emails a day and then if he receives a personal thank you note – this can make him/her remember your name because it’s so uncommon, it speaks much more to the effort taken to write and send.

2. They build relationships – The relationship with the client doesn’t end after a deal is closed, perhaps it may be the beginning of many more in the future. So, thank you notes serve as a reminder to the client why the client opted to trust you over the others.

3. They drive referrals – The effort that you put in sending thank you talks about the interest in the on-going relationship with the client. This interest induces more ‘trust’ which makes the client send you more referrals.

4. They speak about the personal brand – Developing your personal brand is also about the action you take. It’s how you conduct yourself and drive home trust. What different your firm has done from other similar firms – even a small thank you email can depict this indirectly.

Do you have any more reasons to share such a message? Share with us in the comments below.

If you found this post useful, You shall love our “Sales Playbook” concept.

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Working in sales, I’m sure we’ve all had to deal with rejection on multiple occasions. We’ve all been in a room where we were being bombarded with objections and really had to think hard about the next move.

 Now there can be one of two ways to go about a situation like this:

Answer all the questions thrown at you to the best of your abilities OR

 reverse gears – YOU start asking questions.

The problem with point 1 is that nobody really has all the answers ( Especially when the prospect  has really made up his mind to make things hard for you)

But with point 2, the roles reverse – The prospect starts coming up with solutions and is doing most of the selling now – you’re just asking questions to learn more about them,  which helps you tailor the conversation in the direction you want it to go.

Sales is not about talking – it’s all about listening. Do you agree?

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Many salespeople struggle to create personalized outreach to help with their prospecting.

One proven way that helps sales guys is using trigger opportunities to get in touch with prospects that are tied to their product/services. 

These opportunities can be really helpful to build a connection with the client (after all, we do not want our client to think that we are concerned only when he has a project) and may come as an opportunity to sell our services.

An example where one of our clients received an immediate answer is:

Jim – hi, I hope you are well.

While passing through my LinkedIn feed, I came across a post where you talked about the recent patent infringement case in the federal court. I am happy to know that you have won your’ first’ argument in the court and I thought to take this opportunity to congratulate you on this achievement.

It’s not common but the first accomplishments are always very special. Hope we get a chance to work for you and become a part of another such win in the Future.

Some go-to places to find such trigger opportunities are:

– LinkedIn personal posts

– Posts which prospects have liked/commented/shared

– Job Posts

– Google Alerts and other media sites 

– Personal Blogs

– Organization’s press releases

– Job role changes on LinkedIn

Do you know more? Let us know in the comments below.

Pro tip: If you need 30 standout SaaS growth hacks to attain double the growth for your SaaS business, fill out the form below!

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Meanwhile, Explore the plethora of resources to help you out your business! If your organisation wants its content marketing strategy designed by Concurate, let’s connect over a short call. Block our calendar today!