1. Don’t ask how everything is going.
Just look and see for yourself! What has your customer been buying from you? Do a Google search on how their company is doing. It’s all easy info that you can obtain. Ask a question that makes sense because you can’t manage what you can’t measure! Here’s an example:
“So I see you bought X, Y and Z eight months ago and have not re-ordered since. Last year you where re-ordering every three-to-four months. Was there a problem with last order or a problem with a product you received?
2. Don’t be afraid to ask for the sale.
I can’t believe how many people come in and pitch me and never actually ask for the business at some point.
ASK: how can I get your business? What would it take? You have to at the very least ask.
3. Ask the important questions.
I used to always go on sales calls and ask my client, "What's keeping you up at night?” and, “What can I do to help you, so you sleep better?
Now I ask, “What is getting you up in the AM and what are you really excited about?
I like both sets of questions, actually.
4. It’s important to focus on the decision maker BUT:
Most decision makers have right-hand people they will ask to give opinions. Don't ignore the person closest to the people your trying to get close with.
They often carry more weight than you think
5. Be creative with your messages to your clients.
Voicemail, messages texts and the hand written notes you! Use a nice card, cool color of your pen etc. Gifts you send out should be creative and different/unusual a.k.a. memorable. Think them through and have fun with them. These will separate you from the pack.