Episode 11: The Customer Goes MIA in the Middle of the Sales Process- Now What?
We talk a lot about customer pet peeves, but today we’re going to talk about one of my personal pet peeves: when the customer goes “MIA” in the middle of the sales process. Is there an elephant in the room that we don’t know about? Why did they just stop calling?
When this happens, management starts getting nervous. You’ll likely start getting calls every day from your boss, wondering what’s happening to that sale that you put in your funnel. But you just don’t know, because the customer won’t call you back!
In this episode, I will go through some ideas of how to get answers and keep the sales process moving forward:
1. Find someone else within organization who can get the inside scoop
2. Keep calling until they answer. First, call at a strategic time, based on their position, and if that fails, try all different times. Make sure you go through the switchboard so they don’t see your caller ID
3. Send an email and just be straight. Say something like, I’m sure you’re busy, but want to see if our project had moved off their radar? Or want to make sure you don’t have any concerns that we haven’t discussed.
4. Leave VM with the same info
5. Send video message with that info
6. See if you have another rep who is going in the same hospital, talking to the same customer, who can casually mention your project and see if things are still moving ahead
Please make sure to connect with me on LinkedIn for weekly tips and videos! Thanks for listening!
Links:
MMS Consulting (My Consulting company)
