I like to say that our philosophy is persistent, not pushy sales. One of the things I hear often when we work with clients is that they don’t want to be too salesy. Our clients are often technical, operational, and/or subject matter experts.  They bring VA Partners in to help them do the unfun things associated with sales. Here are a few of the ways that we are persistent, not pushy sales people.

Sales Cadence

We set-up a sales cadence as part of creating our Sales plan for each client. That sales cadence has the messaging, tactics, and timing of actions.  As an example we might have 3 emails with 1 or 2 calls in between each email. In some cases we might mix in LinkedIn connection requests or messages. This ensures that we are not all over a prospect with outreach and gives them time to respond back.

Setting Expectations

When we do connect with prospects we set expectations on what is next. If they are interested in a meeting we send over a calendar invite right after the call or email. We check and see if they have accepted the invite and will call or email if they haven’t.  For most of our next steps we place a time frame on it so we are inline with the prospects thoughts and schedule.

Staying Organized

Using a CRM is key to staying organized. We can include our comments on past interactions and plan out future tasks.  The tasks associated with deals can be elevated so as to not miss any significant actions. This helps is ensure we are in sync with the prospect,

No is Okay

People think that a “no” in sales is bad.  A “no” in sales is good so you can understand an objection. In some cases you may be able to overcome it. In many cases a “no” means that you will not proceed with the sales outreach. If the opportunity is not a fit for either party it is good to find out sooner rather than later and you can move on as a sales person.

Benefit to the Customer 

At the end of the day the solution you are selling should benefit your prospect and yourself. That is modern sales, both sides are better off after the sale. If this is the case you should not feel bad about being persistent, not pushy with your sales effort.

If you would like to talk about how we can bring a persistent sales effort to your organization please connect with me.