Two months ago, your client said they didn't want to close the deal. So, this means that it's over and done with. You should just move on to the next one.
Or maybe you should follow up to see if they will work with you now. Why?
In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares why those lost deals are actually golden opportunities. So, don't cross those potential clients off your list yet, and hear why you need to contact them again.
The Number One Strategy To Close Deals
Donald begins by breaking down the math of how many prospective clients a sales rep may lose within a given year. Most salespeople don’t take the time to return to those prospects and move on to the next one.
However, Donald shares an excellent strategy for contacting those potential clients again to close a deal.
LinkedIn Sales Navigator List
After you take the time to figure out how many prospects told you no, create a lost deal list in LinkedIn Sales Navigator.
You'll receive notifications on their recent activities after you add these individuals to the list. These activities could include a change of job, recent posts, and more.
Donald shares why contacting someone who recently changed jobs and works in another company is a great idea.
Also, pay attention to the individual's activities within the last 30 days. If you see they posted something, take the time to comment on it. It's a great way to start a conversation and build relationships on LinkedIn.
Remember, you can use Sales Navigator for a 2-month free trial to see if you like it. The link is down below within the resource section.
Do you want more sales tactics to boost your pipeline? Subscribe to The Sales Evangelist Podcast to help close twice as many deals as you are now!
"Lost deals are never truly lost. They're opportunities in disguise." - Donald Kelly.
Resources
Donald C. Kelly on LinkedIn
LinkedIn Sales Navigator Course
Sponsorship Offers
This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Internal Buy-In - The Sale Before The Sales | Carlos Oquendo Jr - 1718
5 Ways To Do Daily Outbound With LinkedIn | Donald Kelly - 1717
Here's Why People Connecting with Us & Showing Up to Appointments | Matt Reuter - 1716
My Multithreading Secret | Spencer Muhonen - 1715
How To Effectively Manage Deadlines and Multiple Stakeholders | Nick Reed Smith - 1714
How We Increase Our Outbound Contact Ratio | Richard Lane - 1713
Why The Current SDR/BDR Play is Dead | Howard Dover - 1712
How To Truly Understand Quickly WHY Your Prospects Buy | Eric Goodman - 1711
Three LinkedIn Profile Features Most BDRs Are Are Not Using! | Donald Kelly - 1710
Accountability: The Secret to Massive Sales Growth | Jessica Schultz - 1709
9 Secrets to Win Deals and Influence Stakeholders | Mark Raffan - 1708
How To Close Complex B2B Enterprise Deals With Internal Buyers | Kevin Sheehan - 1707
The B2B Sales One Call Close Strategy | Jack Funk - 1706
Creating Healthy Tension | Donald Kelly - 1705
The State of Sales Outreach | Tom Slocum - 1704
The #1 Way To Start Conversation on LinkedIn | Donald Kelly - 1703
How to Use a Downturn to Double Sales | Jeffrey Hayzlett - 1702
Death of the Average Sales Reps: The Future Sales Rep = Ironman/Ironwoman | John Barrows - 1701
Just Make The Call! | Larry Long, Jr. - 1700
4 Benefits of Having a Sales Trainer | Donald Kelly - 1699
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