Sales and Sales Management Blog

August 12, 2013

Do You Have a Killer Communication Strategy?

Filed under: Uncategorized — Paul McCord @ 11:11 am

So many prospects and clients to kill, so little time.  But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day.  Their weapon of choice?  Communication—or more specifically, communication fraud.

I suspect you are like me, getting dozens of emails, phone calls, snail mail letters, and even face-to-face meetings with sellers who seem to have only one goal—waste as much of my time as possible.  They email and call wanting to know if I’m doing OK, or if I need anything, or if they can show me a new product or service without having the slightest idea if I need it or could actually use it. 

Some call to simply let me know they’re still around and want my business.

Many of these intrepid sellers have bombarded me with so much time wasting junk communication that they’ve taught me to completely ignore them.  When I see an email or letter from them or if I get a voice mail message from them I know that I need pay absolutely no attention to them.  Their time wasting communications have completely killed me off as a prospect—and, worse, I’ve even had some sellers kill me off as a client because of their insistence on trying to waste my time.

Sellers work hard to find and connect with quality prospects and then to win them as clients.  Why in the world would they want to then commit prospect and client genocide?

Obviously, their intent isn’t to become mass murderers, but that is the final result of many sellers’ communication strategies.  Their killer communication strategy is teach their prospects and clients to ignore and avoid them because they have nothing of value to say. 

So many sellers think their day to day communications with prospects and clients aren’t that important.  Their object is simply to keep their name in front of the prospect or client and to that end they feel a need to contact the prospect or client even when they have nothing of import to communicate.  More correctly, they are just too damn lazy to find something of value to deliver to the prospect or client. 

In other words, their killer communication strategy is tell their prospects and clients in no uncertain terms that they just aren’t important enough for the seller to invest the time and energy necessary to add value for them.

Now that’s a killer communication strategy.

There is a very simple communication rule that I teach my clients:  every communication you have with a prospect or client is teaching them to either pay attention to you because you bring value to them or to ignore you because all you do is waste their time.  In other words, every communication you have with a prospect or client is teaching them that it’s worth taking your phone calls and reading your emails because they know you’re not going to waste their time–or you’re teaching them that you aren’t worth their time. 

Advertisements

3 Comments »

  1. Thank you, thank you! I have certain “sellers” that call me every week to see if I have any new business to refer them! You can be sure I don’t pick that one up when I recognize the number. I used to refer them business, now I don’t…they committed suicide.

    Comment by Pam Burzynski — August 12, 2013 @ 12:45 pm | Reply

  2. Thanks for hitting this nail so hard that the head flies off…at least the nail won’t be talking and saying nothing anymore.

    Paul, this is a powerful message and one that needs to be heard. This line says it all: “…their killer communication strategy is tell their prospects and clients in no uncertain terms that they just aren’t important enough for the seller to invest the time and energy necessary to add value for them.”

    In a world of hyper-connectivity, the value of substantive communication is the differentiator that turns words into sales, career advancement, and lasting relationships. Great post! ~Dawn

    Comment by Dawn Lennon — August 13, 2013 @ 5:38 pm | Reply

  3. […] Our Favorite Posts: 5 Strategies to Maintain and Strengthen Your Motivation Do You Have a Killer Communication Strategy? […]

    Pingback by 5 Sales Authors You Should Be Following | Beginner Sales — June 1, 2014 @ 7:15 pm | Reply


RSS feed for comments on this post. TrackBack URI

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

Blog at WordPress.com.

%d bloggers like this: