2 “Timely” Tips that Increase Revenue

woman at desk looking at watch

This first week of January found me in a high-energy evening webinar attended by innovators worldwide. Their work includes seeking licensing agreements for their designs and creations. They wanted to learn more about the art and process of following up.

Their reactions to my presentation reminded me that following up is a tremendous challenge. One reason is that we let our egos get in the way. We tell ourselves we are being pests instead of recognizing the value of professional persistence. And we completely ignore Shakespeare’s wisdom. He originated the phrase “Timing is everything” back in 1599, a statement that is more true today than ever before.

Why is timing everything? How is it connected to following up? And what other “timely” skill is vital to clear communication?

When it comes to sales and following up, we need to acknowledge that sales happen when the client is ready. We can be the best presenter, with the most amazing solution. And the client can even agree that it’s amazing. Yet, if the timing isn’t right for them, the sale won’t happen. If they don’t have the budget. If they’re going through a merger. If they are experiencing major labour shortages. If the problem we solve is not currently on their priority list. Etc. etc.

Tip #1

Following up allows us to show up when the timing is right. We can’t expect the client, with all of their pressures and priorities, to think of us. Some of them might and that’s always magnificent. But to expect it is to limit our revenue. We have to keep showing up by using a follow-up process and cadence that supports our belief in our worth, and our desire to work with this client. This is professional persistence.

That’s why I appreciate this quote from Shahenshah Hafeez Khan:

Waiting for customers to call back is simply the process of allowing them to look for other options. A follow-up call ensures that, from being the only one, you don’t become one of the many options.

Tip #2

And when it comes to timing, here’s an easy communication tip. It shows respect for prospects and clients, and it eliminates a lot of confusion. When in a conversation that involves scheduling meetings, presentations or conversations, speak in their time zone. Don’t make them do the time conversion.

This is such a simple and polite thing to do. We have so many tools today that allow us to do this in seconds. (Back in the day, I had a map on the wall near my phone indicating all the time zones which helped me do the quick, mental math. Not my best skill.)

Communicating in this way will not go unnoticed. The appreciation I receive when I reference their time zone builds trust and relationships very quickly.

Here’s an email example when replying to a request for a phone meeting: “Looking forward to speaking with you on Tuesday. I am available between 1 and 3 pm PT. Let me know what works best for you and I’ll send along the calendar invite.”

Keep time on your side in 2024. And for more tips on following up, download my free ebook: The Why and How of Following Up

Closing a sale is the natural outcome of inspiring great conversations and listening intently to our potential customers.

This natural approach still involves a process – a plan that moves potential customers through a journey of discovery with you. So ... what's your process? And am I the right sales coach for you? Let's find out.

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