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.
What We Did at Challenger to Fix Our Outbound Deal Conversion Rate | Ari Brinson - 1677
How We 3X Our Sales Pipeline | Radhika Shukla - 1676
How to Increase Growth Focusing on Employee Experience | Tiffani Bova - 1675
How to Craft Compelling Outreach Messages on LinkedIn | Ben Lai - 1674
Quick Social Selling Hacks You Can Mimic to Start Conversations with Your Next Three Clients | Tony Restell - 1673
Why Automation is Key in Giving Revenue Teams a Crucial Edge Over Competitors | Kate Ahlering - 1672
How I Used Soft Closes to Catapult Sales & Hit President's Club at Gong | JC Pollard - 1671
How to Remove Friction, Be the Fastest, and Win More Deals | Ravi Rajani - 1670
How to Remove Friction, Be the Fastest, and Win More Deals | Aleks Gollu - 1669
3 Biggest Mistakes Sellers Make Deploying Their Dream 100 List | Amanda Holmes - 1668
Leveraging Relationships To Build Sales Pipeline | Drew Sechrist - 1667
3 Pieces of Content You Can Use as a Seller to Shorten Your Sales Cycle | Zach Basner - 1666
5 Overlooked Ways to Build Pipeline this Quarter | Donald Kelly - 1665
How to Encourage & Motivate Your Team Beyond Being Money Driven | Will Yarbrough - 1664
How to Generate Pipeline During a Challenging Economy | Alex Levin - 1663
5 Habits of Being A Great Sales Team! | Dr. Chris Duprey - 1662
The REAL Truth Behind Why You're Not Prospecting Enough | Dr. Jean Oursler - 1661
How to Encourage the Prospect to Make a Change on the First Call | David Bennion - 1660
5 Things You Must Do To Boost Email Open Rates & Close Deals Faster | James Boreham - 1659
How I Use LinkedIn to Shatter My Sales Numbers | Richard Smith - 1658
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
Organic Marketing Simplified: Master podcast marketing, fuel podcast growth, and make money podcasting!
THE GO BIZ GUY
The Sigma Femme Podcast
The Prof G Pod with Scott Galloway
The Tim Ferriss Show