Sending the proposal too far ahead of your call allows the customer time to make a decision without you.
You’ve spent too much time and effort the get the prospect to agree to a conference call with you.
You’ve taken the time to work up several ideas which you know they will like, and the customer asked for you to send them the information a day or even several days before the call.
Big mistake.
It’s important for you to control the call.
The worst case is the customer reviews what you’ve sent them in advance, only to have them make up their own mind without talking to you. This is a much bigger problem than we realize and it happens to all of us for one simple reason — we want to be seen as accommodating to the customer.
The set up is simple.
You’re talking with the prospect on the phone. They’re interested to see some ideas from you, but when comparing calendars, the first time both of you can talk on the phone is in another week. Without hesitation you blurt out that you can get them the plans in the next day or two.
It’s natural. I’ve done it, all to show the customer how easy I am to work with.
Solution to this problem is simple. Get the time for the conference call set up first, and then say you’ll start putting some information together.
Share with the customer it will take you some time because you want to get them the best ideas, etc. Go on to say how you’ll be able to get it to them ahead of the call, but most likely not by much.
I’ve found if you’re upfront with them and explain how it’s going to take time, they’ll be fine with it.
An hour or so before the call, you then email them the information you intend to review with them on the call.
If the customer is comfortable using a meeting tool such as “Go To Meeting” or something similar, then use it. This way you can walk them through the materials using your own computer screen.
Key is for you to control the flow of information and provide the customer with the opportunity to cancel a meeting on you at the last minute, due to improper conclusions they draw from something you’ve sent them.
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
