Timing is a crucial factor having an impact on the overall sales performance of a firm. A firm cannot compromise on it. By doing so, it will only lead towards debacle. At every aspect of the modern sales funnel, timing is a key factor. From pitching to closing a deal, timing plays a significant role.
Excellent timing can be ensured by following the following steps:
Follow the recipient’s schedule
This might look simple, but the simpler it looks the more chances there are that sales reps take it for granted. Not every person would work from 9 to 5. Therefore, it’s necessary for the sales rep to find out about the working hours of the prospect so that they could know the exact time to contact the prospect. Following the twitter account of the prospect could also help. Remember, the goal is to contact the prospect at a time when he/she is most likely to respond.
[Tweet “Constantly bugging with early follow-up emails would frustrate #prospects”]
Avoid being too eager
There is no harm in getting a delayed response. Sometimes, the prospects like to take their time while making the decision. Constantly bugging them with follow-up emails would frustrate them and could possibly lead towards a sentiment that would affect the purchase decision. Timing can say a lot about your desperation. Therefore, the sales rep should make sure that he is not being too pushy.
Fulfill your promises
As a sales professional, you often get to hear something like “This sounds good, but can you hold this up for a month”. The prospect might not be ready because most likely they would be in the middle of something very important for the company. Most sales rep take this as a ‘No’, and don’t bother getting in touch later.
However, the right thing to do is to pitch the sales again at a later time as suggested by the prospect. Scheduled emails make this task easy. Now you can schedule an email while the latest interaction with the customer is fresh in your mind and fulfill your promise without the need of reminding yourself to follow-up.
Enhance your sales funnel with prospects who are in the right time frame to be reached out!
Determine the suitable time for closing
Sales performance revolves around the idea of creating predictable situations around how prospects are interacting with your emails. Determining work schedules and communication preferences of your prospects is a must for any sales rep. Matching your emails and your timing when closing can make the difference. Understanding your customers can help you in developing a better timing strategy.
An effective sales rep develops habits to manage his own workflow and at simultaneously time the steps that guide the sales prospect through the sales funnel to perfection. Such steps can ensure an outstanding sales performance and will enhance your sales funnel.