Five Mistakes That Can Cost You Sales
No matter how polished your pitch or how high your numbers, there is always room for sales improvement. Formal sales training – such as a sales certificate program – can help you avoid common pitfalls and add effective new tools to your arsenal of sales tactics. After all, if you’re not investing in your skills, you could be losing clients and commissions to others who are.
The good news is that there are small changes you can make right now that can have a big impact on your results. Successful networking is essential to gaining new clients, which is why honing your abilities in this area can pay big dividends. To maximize your effectiveness and achieve sales improvement, make sure you steer clear of these five common networking mistakes:
- Waiting for Introductions
Succeeding in sales takes initiative. The most effective sales professionals don’t wait for others to generate new leads; they go out and find their own. Anytime you encounter new people, whether it’s in a business or social situation, there is a possibility that they or someone they know can be a future customer. Always take the initiative to introduce yourself, and show an interest in others and what they do. Most people will respond warmly to your efforts, as it takes the burden of introduction off them. It also creates the impression that you are confident and a person of authority, which will inspire others to respect and trust you. - Talking Too Much
While networking events provide a great opportunity to meet new people and identify possible sales leads, make sure you don’t put people off by talking too much or pitching too hard. You should regard networking events and other social encounters as a place to conduct recon on potential customers rather than to try to pitch or close a sale. Avoid dominating the conversation; instead, limit your talk time to no more than 40% of the exchange. By listening rather than talking, you’ll have the opportunity to learn more about others’ interests, wants and needs. - Not Asking Questions
An easy way to avoid talking too much is to ask questions instead, and really take the time to listen to the answers. Inquiring about what others do is one of the simplest and most effective ways to forge new connections – and it can also clue you in on whether they might be a potential sales lead. Learning about their work-related interests and challenges can help you formulate an appropriate sales pitch (for future follow-up). You can also use the information you gain to position yourself as an expert and propose welcome solutions to their business challenges – which, in turn, can lead to sales improvements for you. - Being Distracted
While it’s important to seek out opportunities to introduce yourself to new people, it’s equally important to pay attention to whomever you’re currently talking to. If you’re constantly scanning the room instead of listening to what others are saying, they’re likely to feel unimportant and ignored – and therefore not favorably disposed to future contact or sales pitches from you. Be sure to pay close attention to every person you meet, and actively seek out ways you might be able to help them. - Not Following Through
Post-event follow-up is critical. It doesn’t matter how many promising contacts you make if you never follow up with them, or if you wait too long and they forget who you are. It’s important to follow up with new contacts shortly after you meet them. In the case of viable prospects, reach out to them within a few days and arrange a meeting. For those that aren’t potential sales leads, you should still make the effort to contact them – by building your network and maintaining relationships, you’ll increase your opportunities for future business referrals.
Enhancing your networking skills is one way to improve your sales. You can further hone your expertise by pursuing formal sales training, such as a sales certificate program.
