The Six Easiest Ways to Lose Your Top Prospects

Prospecting for new customers can be challenging. So why not help your competitors out by sending some of your top prospects their way? Here are six of the easiest ways you can get rid of pesky, top sales prospects:

1. Don't follow up — Failing to follow up with people who have indicated an initial interest in your products or services is a sure-fire way to lose prospects. Eighty percent of all sales are made on the 5th through 12th contact, according to the National Sales Executive Association. That means you must have an effective way to stay in contact with prospective buyers. So to improve your competitors' profits, contact your prospects only once — or not at all.

2. Harass them — Contacting prospects too much is just as bad as not enough. It's irritating and borders on harassment, which can quickly sour a sale. To drive prospects into the arms of your competitors, place follow-up phone calls twice a day for two weeks, when the timing is not right. That'll really get 'em off your back!

3. Communicate poorly — If you don't regularly communicate with potential customers, they won't think of contacting you when they need your product or service. (Remember the old adage: "Out of sight, out of mind.") But if you really want to help the competition, don't bother interacting with prospects at all. Let them contact you whenever they're ready to buy. Surely they'll find your number.

4. Don't provide appropriate information — Prospects need to have enough details before they'll buy from your company. They also need to have the right kind of information. Don't tell them exactly how they can benefit from what you're offering. Instead, discuss the weather, your kids or gallstones. Another company can tell them all the essential product details.

5. Avoid focusing on the prospect's needs — Prospects can sense when you're more concerned about closing the deal than meeting their needs. Ignoring those needs can lead to mistrust and damage your sales opportunity. And that's what you want, right? If you steer them toward the products you want to sell and quickly ask for the order, your competitors will appreciate it.

6. Fail to have enough product knowledge — Sales professionals must be knowledgeable to successfully move potential buyers along the sales cycle. To stay away from closing sales, learn only the basics such as colors and sizes. Let other companies worry about the end results.

When you're ready to start winning more hearts and minds of top prospects — instead of losing them to competitors — consider using a value-added eNewsletter. An eNewsletter is one of the most convenient, cost-effective and consistent ways to regularly connect with and educate prospects. You can share useful information, time-saving tips or show how your offering is unique. These valuable offerings can help you build credibility, trust and a relationship with potential customers.

To make the most of every prospect, you need a quality eNewsletter. If your eNewsletter is not getting done — or isn’t getting done well — contact Proven Systems today at (800) 720-5398 or info@provensystems.com.

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