What seems to always be a major reoccuring issue is the lack of urgency and until they finally need the support one is either lucky to get the timing right or is too late.
P.199 in Selling Made Simple. You need to be aware of your markets trigger events and then be there in front of the prospect when they happen.
Selfish as it might seem to want the sale, i am having a hard time stay present with prospects (email with industry updates, case studies, etc. -> providing value) and end up being pushy to schedule a follow-up call with reluctant prospects to ensure I am getting the timing right.
It’s not selfish to want the sale. It’s just not very effective…
You’re having an issue being pushy because you’re desperate to close. This usually means that you don’t have enough pipeline.
When your pipeline is full, you can focus on working with the people who have the problem that you can solve, they want to speak with you and the whole process becomes seamless.
Do I need more trust with prospects to get them to reach out to me?
Trust in the fact that you can solve their problem. Not trust that you’re a good dude.
How do I provide more value to prospects to want to do business with me?
What problems do they have? How can you help them identify these problems earlier so that it’s not a mad panic to resolve them? How do you become their sole resource for this area?