Commercial responsiveness is the ability of a business to react quickly and appropriately in different situations, both in the selling and post-sale phases.
Responsiveness during and after the deal
In order to respond quickly when talking business, you need to do the groundwork: be familiar with the company, with its area of business, its main competitors, its problems and its likely expectations. The more well informed you are about the business, the better placed you will be to react quickly to its needs and requests. Without adequate research, your talks are likely to be superficial. What is worse, you might not have the answers to certain questions... and an interested customer always has a few!
The same applies after the meeting: be ready to follow up that same day and to provide additional information to help your lead make up their mind. This phase is often overlooked yet it is really essential!
Tip: to thoroughly prepare for your meeting, nothing beats Corporama as a way of getting all the info you need on a company (financial position, key figures, latest tweets, employees...), all available with a single click.
Responsiveness when following up on offers you’ve sent
You should always ensure regular reminders after each quote or proposal has been sent. It would be a bit silly to spend your time drawing up offers and then failing to follow up on them! Not many leads sign straight away and a follow-up is therefore usually necessary in order to provide extra information, respond to queries and shepherd them towards the signing on the dotted line. Responsiveness does not therefore simply mean sending a reminder a couple of days after sending the offer (by email or telephone). Quite the contrary, if your prospect is interested in your offer but you follow up on it too late, they may lose patience and it’s likely they’ll move on to something else (or even sign a deal with your competitor...). So be responsive and follow up properly with your clients!
Top tip: The trick is to follow up at the right moment, using the right arguments... and nothing beats Tilkee for alerting you when your business offers are read as well as providing information about the degree of interest shown so that you can determine the best time to follow up.
Responsiveness as a business card
You can rely on satisfied customers to recommend your services to others. In particular, they will mention that you and your team are "responsive", meaning that you can be relied on to come up with a clear and detailed proposal in record time. Being responsive is a way of demonstrating your interest and your professionalism to others.
Top tip: At the end of your client meeting, tell them the date by which you will let them have your proposal. This shows the project's importance to you and at the same time, you can fix a date to present your proposal in detail.
Responsiveness in customer relations
Many salespeople are responsive until the deal is done, but not afterwards. They rise to the challenge of selling and forget the long-term relationship that follows. A customer who signs a deal once can turn into a loyal and profitable customer: crucial for the company’s success! Responsiveness also means systematically monitoring how things work out: is the client 100% satisfied with the product sold? Are there new projects in the pipeline? Is there an even better product on the market, one that might replace yours? A new player?
Responsiveness is therefore the key to commercial success and is often a deciding factor for customers: responsiveness and proximity (even if virtual) of the sales team! Are you convinced yet?