Last week I attended a basketball tournament showcasing local talent in the area. There was one team that I was excited to see in action, and to my dismay they fell 0-2. Granted any given team can lose on any given day but this loss sparked some curiosity. To diagnose the situation, I can attest to the fact that the team has good to average talent. However, they seem to be missing a leader, a dynamic player that has that intangible. From my history of watching local sports and specifically this team I noticed there was a player missing. For this discussion let’s call this player Mr. X-Factor aka Mr. X. This player is talented and an all-around good kid. But, where was he? Where was this star player? After a few conversations, I discovered a member of the coaching staff had called Mr. X’s mother, but the call was never returned. Consequently, the players position on the team and therefore at this tournament was never solidified.
How many times in business have you persistently called a client, or a prospect and they did not respond? Undoubtedly many of you have tried various techniques or tricks such as having your assistant make the call, blocking your number to see if it is you personally they are trying to avoid, or calling from your cell phone instead of your office number…etc.
But what if I told you, this parent…. or your client was never going to return your phone call? Never. Why? Some people simply do not answer their phones. It is not personal, it’s just not how they communicate. Whether it be because of time, forgetfulness, a generation gap, or preference. In this case the parent, or client simply does not return phone calls or check voicemail. She is a texter and prefers this method of communication. The lesson here is one size rarely fits all. We are experiencing a time where we have multiple options to convey information and we must deal with preference, opportunity, and the impact of multiple generations in the workplace. Many sales professionals have adapted, while others use methods from 20 years ago. If you are dealing with a client such as the parent of Mr. X, it is probable that dialing for dollars will never work. In that case, send a text an email, or compose a note via social media. Better yet, why not utilize all the aforementioned methods of communication? You never know what the magic formula will be.
Tell me in the comments below, how do you communicate? What is your preference?
To learn more about improving your communication skills and sales techniques contact the author at www.catouri.com.