Life Lessons from Luke

Lots of inbound emails this month. Several marriage proposals. Some unprintable comments. Rhetorical questions. Stupid questions (our Managing Editor likes to remind me there are no stupid questions). And a few good ones.

“What’s the biggest mistake salespeople make on the first call?”

Not listening. Engage the prospect. It’s corny but touch on personal items. People love to talk about themselves. Where are you from? How long have you been with the firm? What else have you done? What led you here? And for our business and clients? Steer the discussion towards the tech stack. What works? What doesn’t work? What’s a pain? What’s on the horizon as you plan for growth and greater efficiency.

“How many times should I follow up before I stop?”

Forever. Until they tell you — specifically — to stop. Too many times, salespeople give up after two or three emails and calls. What’s the downside to just keep calling and emailing? None. “They get mad at me?” Who cares?

“What do you do when a prospect says, ‘Just send me some information’?”

Do so. But before the call or meeting ends, get a commitment for a follow-up in a week to ten days. Otherwise? They are just trying to get rid of you and get you out of their office / off the phone or Zoom call.

“How do you turn a cold prospect into a real conversation?”

Listen. Engage. And then shut up and get the prospect talking.

Thanks, dear readers. There’s hope for you yet. Keep those cards and letters coming. And don’t forget: There is no dollar limit on gifts that you may send me.