Técnica de contato com clientes que uso e agora raramente perco uma venda

Summary

This video script addresses the challenges faced by salespeople due to lack of organization and follow-up, leading to missed opportunities. It emphasizes the importance of creating a rhythm of follow-ups to maintain engagement and increase the chances of success. The script suggests a systematic approach to sales, including making multiple attempts at contact, using a combination of calls and emails, and providing valuable resources even when closing off a potential lead. It highlights that most salespeople give up too soon, missing the increased success rates that come with persistence beyond the fourth attempt.

Takeaways

• 📈 Lack of organization is a significant challenge for salespeople, leading to missed opportunities and inefficiencies.
• 📉 Successful salespeople have a structured process and organization, which is crucial for managing leads and closing deals.
• 🔄 The majority of salespeople give up before the average time of success, often quitting after the second attempt, which is too early in the sales cycle.
• 📊 A consistent follow-up process is essential; studies show that 24% of all sales proposals are lost due to lack of follow-through.
• ⏰ Establishing a rhythm of contact is vital to not losing potential sales and to make the most of every opportunity.
• 📝 Creating standards is necessary for scaling up sales operations and handling a larger volume of clients effectively.
• 📈 Most salespeople quit after the fourth attempt, but the success rate of contact with clients doubles from the seventh attempt onwards.
• 📆 It's important to set a timeline for each stage of the sales process, such as responding to a lead within a week and following up systematically.
• 📞 The script emphasizes the importance of phone calls over emails for initial contact, as they are more likely to be successful when the lead is warm.
• 💡 The 'killer email' technique is mentioned as a way to formalize and close a sales cycle professionally, while also providing additional resources to the client.
• 🔄 The concept of 'flow of cadence' is introduced as a method to manage the sales cycle effectively, ensuring no opportunities are lost and time is well utilized.

Q & A

What is identified as one of the main obstacles in a seller's life?

The main obstacle identified in a seller's life is lack of organization, which leads to missed opportunities and inefficiency in the sales process.

Why do most sellers fail to be successful according to the script?

Most sellers fail because they lack organization and give up before the average time of success, often quitting after the second attempt instead of persisting through multiple contacts.

What percentage of proposals or contacts are reportedly lost in the sales process?

According to the script, 24% of all proposals or contacts are lost in the sales process due to a lack of follow-up and continuity.

What is the significance of creating a rhythm in the sales process as mentioned in the script?

Creating a rhythm in the sales process is significant because it helps to maintain continuity and ensures that opportunities are not lost, allowing sellers to make the most of each potential sale.

What is the importance of having standards in scaling a sales team?

Having standards is crucial for scaling a sales team because it allows for consistency and efficiency, enabling a single seller to manage a larger volume of clients and opportunities.

What is the average number of attempts sellers make before giving up, as stated in the script?

The script states that the majority of sellers give up after the fourth attempt, whereas success rates double from the seventh contact onwards.

How does the script suggest managing the first stage of contact with a potential client?

The script suggests managing the first stage of contact by setting a timeline, for instance, within a week, and following up with the client on specific days, such as second, third, fourth, fifth, and sixth days.

What is the 'secret' mentioned in the script for not losing opportunities?

The 'secret' mentioned for not losing opportunities is to have a structured follow-up process, including phone calls, emails, and formal closure if the client does not respond, to ensure no potential sale is left unattended.

What is the strategy for contacting a client who has shown interest but did not respond to initial attempts?

The strategy involves making multiple attempts at different times of the day, sending follow-up emails, and formally closing the contact if necessary, while also providing additional resources like eBooks and videos to keep the client engaged.

Why is it important to formalize the closure of a contact as per the script?

Formalizing the closure of a contact is important to professionally end the interaction and provide a clear communication to the client, while also leaving the door open for future opportunities.

What additional steps does the script recommend after formally closing a contact?

After formally closing a contact, the script recommends sending a link to an eBook and practical videos related to the business, which not only professionally concludes the interaction but also offers value to the client for potential future engagement.