The Sound, not Smell, of Money
It’s 9:32 at night and I just heard it…
We’ve all heard of the smell of money, but what about the sound? Sales people that live life at the end of a Blackberry or iPhone driven by EchoQuote know what I’m talking about. A hot prospect is actively researching on the corporate website. He sees a strange link, one he does not expect. Since it is exactly what he is thinking about, he clicks on it and seconds later…the sound.
There’s an email waiting…
It’s an “EchoQuote Approval Request” message…the intrigue builds
You open the email and there it is. You smile. An out of the blue opportunity for a good sized deal that is perfect for your solution and you are the first to know about it. Not marketing, not inside sales and especially not your competition. You, who can actually act on it.
Personally, I have my Blackberry configured to a soft, melodic sound that absolutely makes me want to wreck my car every time I hear it. Who is it? Have they visited before? How big is the deal?
The prospect, of course, has absolutely no idea that only seconds after requesting their quote it is now in the hands of someone that can do something about it, the sales person. It must be treated gently, however; Prospects are not used to immediate customer service.
A call is unwelcome, but a courtesy follow-up email to “verify you got your budgetary quote” will likely be met with a quick “yes, I got it but have a question” reply from the prospect. He now trusts you. You gave him what he needed and you now have the inside track on a $400K project.
A sales person’s dream…the sound of money.
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