You want to know why you keep getting ghosted after you send out a proposal or a quote? It’s because you missed a step. 

We know that the proposal is probably the end of the sales process before the customer says yes or no. So why not make that a scheduled event? 

Instead of sending out proposals and waiting for a response, send a proposal while they’re on the phone with you. 

I make sure that anytime I send a quote or a proposal, it’s coming in the form of a scheduled meeting. I’m not waiting for them to respond. They can respond to me in real time when I show it to them.

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You’re looking for a quick way to strengthen your relationship with your customers? Well get up and sit somewhere else for a moment. 

You know, I talk to my friends all the time, and I don’t just talk to them on email. I talk to ’em on email. I talk to them through social. I talk to them in text. I talk to them on Slack. I talk to ’em on the phone. You get the idea.

So if I’ve got a real relationship with someone with multiple ways of talking, why would I limit myself with a customer to just one? 

If you’ve been emailing your customer a lot, stop emailing ’em and start calling ’em. Talking to them too much? Get on Zoom. On Zoom too much? Try texting.

By shaking up the vehicles that we communicate through to our customers, we give the impression that our relationship is more significant than it actually may be.

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Having a hard time managing a massively complicated enterprise deal? Well, why not get your product guys involved to calm it down?

As the deals get bigger and more complicated, there’s a lot of touch points that have to be managed, and it can be really easy for us to feel overwhelmed and not sure where to go next. So make sure that your product team is somehow involved with your larger deals. This will not only excite the customer to get that kind of access, but to share a product roadmap with a prospect that’s doing a large deal generally incentivizes them to give us more clarity on where they’re headed as well. 

So do what I do. Make sure there’s a spot in your sales requirement that you’ve got product folks mapping out your roadmap to your customer.

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Having a hard time getting inbound leads to connect? 

Well, you might want to play a little more hard to get.

I know we want to respond quickly to any inbound request, and that’s a good idea, but what we don’t want to be is too over eager in our response. If we appear too eager, it would look like we would have low social value and not have a very popular offering. 

I like to wait at least a half a day before I respond to an inbound leads request. If I get a request in the morning, I respond in the afternoon. If I get one in the afternoon, I respond the following morning. Still timely, but maybe a little more elusive that would reflect a popular offering, which I want the prospect to believe. 

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Struggling to get your email returned? Well, cut it down to size. 

We all know no one’s reading long emails, and yet we still write long emails, and that’s largely because we’re writing them from our computer. 

But the truth is- our prospects are reading our emails on their phone, so that’s as long as these emails need to be. If a thumb scroll is involved, they’re not going to read it. So remember, ditch the long email and keep all of your emails to the length of a smartphone.

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Still struggling to get that email returned? You’re probably too attached. 

You know those attachments and links that you’re putting in your emails to add more value and color to what you want to express to your prospect? No one’s reading ’em.

First of all, the spam filters probably got them, and if they don’t, your prospect is probably unlikely to open it from a stranger. And that might even be things like your invitation to connect or your website address and your email signature. So do what I do. If you want your email open rates to go up, lose the links and lose the attachments.

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Struggling to get your emails returned?

Well, why not make your next close an open? 

If you’re not getting the response rates you’d like, take a good hard look at what you’re asking for or maybe how you’re asking for it. The best way to get a response from a stranger is with the use of open-ended questions.

Who, what, where, when, how, and why. Those six words will start a question that has a higher likelihood of response than typical closed-ended questions.

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Feeling too nervous to make calls? 

Well, it might be your name. 

When we dial the phone as often as we do in our business, we generally just get voicemails, which makes it so strange that when we get an actual live call, it generally sends us reeling with nervous energy. So if you want to be calmer on your next live interaction, do what I do. 

Instead of starting with an introduction of your name, start by saying a phrase like, “We’ve never met,” or, “This is my first call to you.” That kind of a phrase will calm your voice down, which will make the experience a lot calmer for the prospect with a higher chance of this call being successful.

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Want to get all of your customers on camera for your next Zoom call?

All it takes is your delete button. 

I know the quickest way to make sure all of your attendees are shining bright on that camera for your next Zoom call. It’s actually quite simple. Just erase the phone number access on your Zoom invite. That way when they click on the open meeting request, the only thing they’ll be able to do is actually log into Zoom, not dial in.

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Are you looking for a fresh way to uncover a budget with your prospect? 

Try talking about percentages instead of numbers. 

There’s no quicker way for a customer to get a sales rep running than to threaten them with lack of budget, but instead of being fearful on that discussion, point that discussion back towards the customer, and ask them about percentages on how they’ve handled budget instead of in dollars.

When they tell you that they’re running out of budget, ask them, “What percentage of your budget remains?” By not asking the dollar, but by asking percentage, you’ll get much more indication on exactly how much influence and power they have with their dollars and how real their budget really is. 

For more Hacks, check out our YouTube page.