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You thought you had the potential client’s interest. The VP seemed ready to make the purchase.
And then suddenly, your calls went straight to voice mail. Your emails went unanswered. You were left on the other side of that beautiful PowerPoint presentation asking yourself what you’d done.
Take a look at this list and see if maybe you’ve made one of these mistakes:
Confuse the prospect’s product with that of their competitors. When I worked for Starbucks it was a deal breaker if a vendor mentioned his favorite Starbucks beverage was a Mocha Iced Capp. (Oops – Starbucks doesn’t make a Mocha Iced Capp. Next time, try Frappuccino.) Similarly, if someone showed up at our office with a coffee cup displaying a competitor’s logo, they lost credibility – and any hope of closing the deal. Do your research; then discuss your buyer’s core product from sincere place.
Talk about everything your service provides and never ask what the prospect needs. No doubt your product or service has plenty of amazing features. However, before you share all of that information, take time to listen to your prospect’s needs. Listen to their needs first, then share how all of your product’s bells and whistles can help solve your prospect’s problems.
Ignore the fact that your HR buyer is busy. Once you’ve introduced yourself to potential HR buyers, don’t become a nuisance. These people not only have projects, proposals and daily tasks, they are also putting out the employee relations “fires” that fall in their lap. Check in every few months, and trust that they’ll call you when they need you.
Don’t waste time crying over spilled milk. Instead, learn from your mistakes with HR Buyers. Modify your behavior and see if that helps get results the next time you’re dealing with a prospect or customer.
