So, you’ve had your first meeting with that sales prospect you’ve wanted to speak to for a while. You think the meeting went well and your potential dream client was saying all the right things. You left feeling confident but…

Now what?

What Actions Can You Take To Drive The Sales Process Forward?

There are many things you can do to build on the momentum of a successful initial sales meeting and avoid the dreaded, “We’re waiting for the client to get back to us” sales-sapping blackhole of no-return. But here are our 10 favourites:

1. Establish a reason for a follow-up meeting

Don’t just follow up with an email to answer your prospect’s questions. Instead schedule a meeting where you can teach, show or demonstrate your answers.

2. Have a better understanding of your prospect’s procurement process

Does your contact need to go through a complicated buying process? Learn how you can help make it easier. Find out exactly what your prospect needs to allow them to place an order without any hiccups.

3. Get buy-in from the people controlling the purse-strings

Providing a sound business model and examples of the sort of return on investment is how you can make sure the Financial Director is on your side.

4. Engage the C-Suite

Often the CEO or other C-level Director is the key to successfully turning your prospect into a loyal customer. Sometimes you need to target your sales pitch at what interests them.

5. Don’t forget the Techies

Arrange meetings with technical support/Design teams within your prospect’s company. Show them how to integrate your product, make them feel comfortable knowing support is available to them.

6. Drip-feed relevant PR and product news

Has your product just added Chinese language support which will let your customer access a whole new market? Does your widget now work on the ...read more