How to compromise a safe sale because you apply old sale methods that make people die laughing.
I see an advertisement on Facebook: the product interests me, I know that I will buy it, and I decide to ask for information.
[Lesson to learn: Facebook advertising works]
In the information request form, I write my real name, my real phone, my real email, and a note: “I am interested in the XYZ product, but after mid-September. And please do not contact me by phone because I do not answer.”
Not a day goes by… and my mobile is ringing from an unknown phone number.
I don’t answer.
Shortly afterwards I get a message:
“Good morning, I’m __ANNA__ from __BEAUTIFULCOMPANY__, I’m contacting you about the information you had requested. When can we have a talk?”
When AdWords or Facebook or LinkedIn give you a possible new customer, be careful not to ruin everything: I told you not to call me until September, why are you bothering me?
Anyway, I’m interested in the product.
I was thinking of buying it in the autumn, so I’m feeling generous and I answer the message:
“Dear Anna, I had well written that I do not answer. I’m busy. If you just can’t help it, we can hear each other but absolutely WITHOUT URGENCE in the coming weeks. Call me anyway late in the afternoon, after 19:00.”
19:02 the same day – the phone rings.
Guess who it is?
It’s Anna, of course, my nightmare.
“Good morning Andrea, I noticed you are interested in our ABC product… You see, Andrea, our sales policy works that way, Andrea. What do you think, Andrea? Andrea, when could we have a meeting, tomorrow or the day after?”
Oh, my God, what a disaster…
Let’s break down this sentence piece by piece and see what we should NEVER do:
First, if I’m telling you to call me in the next few weeks, it means you must NOT call me today…
Let’s go on:
“Good morning Andrea, I see you’re interested in our ABC product…”
If I have just told you that I’m interested in the XYZ product, I don’t understand why you’re trying to sell me the ABC product.
“You see Andrea, our sales policy works like that, Andrea. What do you think, Andrea?”
Moreover, the pathetic sales technique of calling me obsessively by my first name “Andrea” makes me displeased.
“Andrea, when could we have a meeting, tomorrow or the day after?”
Finally, if I told you that I am interested in seeing something only after mid-September, just because you’re giving me two alternative dates in the next few days it doesn’t mean I have to choose one, even if your ridiculous selling techniques tell you that. Change sales courses instead!
You can’t give yourself an image of an up-to-date company that knows how to deal with digital media if your sales staff screws everything up by acting like the worst door-to-door salespeople of 40 years ago.
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