One of the problems in developing customer relationship management systems effective for the new millennium is that the over saturation of advertising in practically every media threatens to dull client lead generation. In other words, it takes a lot to get people to look! So what can you do to revitalize lead sourcing in this climate of utter consumer disinterest and apathy?
First of all, get away from the classical notion of "always be closing." Although you should constantly be looking to seal the deal, you need to know how to attract and sustain consumer interest for longer than one meeting. Repeat customers tend to be the bread and butter of most legitimate sales operations. Yet by focusing exclusively on closing, you alienate potential repeat customers from returning.
The key is to marry ABC closing techniques with a more sympathetic approach that acknowledges the realities of the oversaturated market. Appreciate the hard spot your customer is in. If you don't go the extra mile to take good care of your clients, they will likely be hypnotized by some other sales rep. So cut through the clutter by delivering a personal message, one that communicates with human truth rather than via autonomous aggression.
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