How Important is Speed to Contact?
With Super Bowl Sunday upon us, I ask you to consider the following: A closed sale is the same thing as a completed touchdown pass.
As a salesperson, you are the quarterback and you are looking for a receiver to catch the pass. You know how to sell, you know your product. You have the ball, and you’re good. The big problem that you have suddenly discovered is that none of your buyers are running their routes.
Come to think of it, there are no routes, and there was no play called, because there was no huddle. All those prospects, running whatever direction suits them, seem to be unaware of your game. Unaware of the ball, unaware of the end zone, unaware of the quarterback. You wonder why your receivers are oblivious to you.
If you can interrupt one of them and get them on the phone, you can explain all this to them to complete the pass and close the sale. You are pretty persuasive, after all.
But suddenly there is one guy, standing in the end zone, wide open, his eyes locked on you.
Do you know who this guy is? He’s the guy who has just requested information about your product online. Literally 60 seconds ago, he filled out a form asking for information because he wants to buy. You don’t have to explain anything to this guy, because he has worked it out on his own. He is in the right place at the right time with his mind focused on buying what you are selling.
But the right place and the right time come together for a brief window. Another couple seconds and this buyer will wander out of the end zone and get focused on something other than wanting what you are selling.
Your skills as a salesperson equip you to connect with some of these less obvious wins and guide them into the end zone. But if you are not taking advantage of the technologies that can help you instantly connect with the buyer who is looking for you, then the buyer will be standing in the end zone, wide open, wondering why the quarterback is oblivious to him.
