vintage industrial lighting Losing the Big-One: Salvaging Lost Accounts
After careful consideration, we have chosen our vendor, and it’s not you.”Difficult words to hear. That big deal, the account you have been courting for months, has fallen to someone else.”We value on a regular basis and effort you put in your bid. You feel like you’ve only been elected the mayor of Loser- ville what would you do? “Hey delay-a-second Mr. Prospect, are you actually psychologically prepared to give me a final no? Hello?…. Hello?” (Never opinion on a prospect’s mental health).One matter that distinguishes a good salesperson from a great salesperson is the ability to become a back-up seller. In essence, positioning yourself as the secondary supplier for the account sets up you to continue to build a relationship with the customer, to someday win that business. Most businesses need to have depth in their own supply chain. Everybody likes to have choices. Few clients will deny your last request.”Sure, whatever.”Maybe they don’t seem true, but they’ve merely given the invitation to keep the relationship alive. Now it is possible to go to work demonstrating them what a great seller you could be. One crucial thing to remember would be to never criticize the company that acquired the business. You are criticizing the recent conclusion of the customer if you speak bad about the winning competition. Telephoning your prospective customer dumb is not an effective sales strategy.
vintage industrial lighting Then find out just why you lost the deal. You desire to learn about their special needs, if they balk, inform them that to be a highly effective back-up vendor. Before you figure out what you did wrong – and what you need to do right – to eventually get the company. Every little bit of detail you find will allow you to acquire the account one-day. You can also require referrals. You may be amazed how easy it to get leads from a company that only told you another seller has been selected by them. Then sell to the other companies and get review letters. Send copies and a thank you note to the company who gave the referral. Continue to build the relationship just like you would if you’re the primary vendor. Keep reminding them that you’ll be ready when they need backup. Develop an Email relationship and tell them sometimes (not every two day’s) how you happen to be helping your other happy customers. Keep building the relationship. Carry the products they use, and send updated product information. Offer alternatives to any issues they may tell you about. Send them to other firms who supply services or products you don’t. Such activities will ensure that you remain on their seller list, and you will build a reputation as a problem solver.Be pleasant to everyone in the firm. Someone, who’s not making the final decision , now, could be in the future. As a matter of fact, I’ve seen scenarios where the low man on the ladder ended up as a decision maker. I managed to get the business since I handled him with relevance when he was Mr. Nobody. In another case, I found that the present seller could not stand, and the purchasing agent had been replaced. I have also developed strong relationships with need-to-be decision makers who move to other businesses to become actual buyers (guess who got the business).Invite the customer to company events and parties. Treat them like a customer, and sooner or later, they will be. All the while, be sure to cover your bases for the future, and continue to record what didn’t work the first time with this customer. If your product and service is superior to the competition, hang in there. Your potential customer will be replacing parts or enduring inferior service while you begin to emerge as the low risk provider.
vintage industrial lighting Treat the lost customer and they will begin to envision how good you had handle them if you really had their business. The company that keeps up the communication longest will eventually get the business. Practice poised consistent continuity. On one occasion, I had some people there from a company we hadn’t ever sold anything to. They hung out and watched the game with all our happy customers. I said, “I have no idea!” I signed them the next day. Never give up. A company once told me I would “never, ever” get their business. Never turned out to be just 18 months. He is the President and founder of Wynn Solutions, specializing in The Truth about Success.
He has a background in production, entertainment, telecommunications and financial services. A seasoned actor and former professional stand-up comedian, he has hosted PBS television specials and national radio