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MTOTW #31: The majority of high tech buyers prefer to sell themselves on a purchase before contacting your salespeople. But once they do reach out, there are five common mistakes that can derail the sale.
- Perceived disinterest. If you’re at a tradeshow booth, make sure your phone is put away and that you’re talking to prospects. And on a daily basis, make sure you respond quickly to RFQs and questions.
- Inconsistency in follow-up. To stay on customers’ radar, set up an email nurture campaign that provides relevant news and content.
- Waiting for the phone to ring. It takes about 8-12 touches to start a conversation with a lead, so encourage that dialogue with a balance of phone calls and emails.
- Slow quoting. Many companies find that incomplete RFQ information is an issue, but even a quick response to clarify specs moves quoting along and keeps the prospect engaged.
- Focusing solely on the product. Know what your customer's problems are and how you can help solve them.
Learn more: 5 Biggest Marketing & Sales Challenges for Engineers
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