Lost Business Sales Can Hurt Any Business. Whether you sell online or in-person, transitioning a prospect to a client isn't always easy, and even the best sales strategies can't always recoup a lost sale. Track lost sales, conducting a lost sales analysis, if you will, to determine the exact impact your current sales strategies and closing techniques (or lack of) are having on your business.
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Written by Norine Dagliano
When I was younger and more desperate to please, I truly thought I was somehow a failure if I was unable to provide for everyone who asked for my help. I am glad I got past that phase of my life and my career!
It is silly for any of us to think we can bend and flex to fit the needs of every potential client, especially when we can draw upon the limitless talents of our fellow colleagues. There are many reasons you may not "close a sale." It may be that your time availability may not align with the client's sense of urgency. Or perhaps you have a limited understanding of the client's work skills and experience and you feel like the learning curve is too much for you to overcome. Maybe you and the potential client just don't "click" or your "style" is considerable different than theirs.
 What ever the reason, a "failure to close" does not have to be a "failure to serve." The answer lies in the following marketing tip of the week:
It's the age of Interdependence. So sell your lost sales to your competitors...
That's right. Look at it this way. When somebody doesn't buy from you, it's not because they weren't interested in what you sell. Maybe your price is too high. Send him to a lower priced competitor and ask the competitor to give you a piece of the sale for the referral. Maybe you don't have just the right features. Put a competitor who does in touch with the prospect and get a fee for the lead or a piece of the sale.
Remember ... we say sell what you have. And you have prospects!
A month ago, I was swamped with business and could not fit in one more new client -- so I sent her to a colleague in Baltimore. My colleague got a new client -- the client got an awesome resume -- I got a referral fee. A three-way win! This month my "Baltimore Buddy" and I did the same in reverse.
Don't stress over "lost sales" -- sell your prospects to a colleague. Next time you are contacted by a potential client and you sense you are about to lose the sale -- keep him or her on the line long enough to make an appropriate referral. The last thing any of us wants is to feel like we somehow failed in doing what we all do best -- we make a positive impact on those we touch!
Copyright 2009. Reprinted with permission from the author.
Norine Dagliano, of ekm Inspirations, is an independent and nationally certified professional resume writer (NCRW, CPRW, CFRW/CC) and job search coach. With more than 20 years of experience, Norine has crafted powerful, achievement-focused resumes and provided logical and straight-forward job seeking tips and advice that has helped literally thousands of professionals in overcoming the anxiety of looking for work ... and finding their ideal job. Learn more at www.ekminspirations.com - - - - - - - - - - - - - ~**~ - - - - - - - - - - - - - ::Search Engine Optimization (SEO) & Marketing Articles Sales & Marketing
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