Responsiveness, or lack of it.
This is the most irritating part of initiating a purchase.
It’s astounding how many inbound leads lay around unattended till it’s too late.
I was having a conversation with someone in an Australia Post related company a couple of months ago and he was pleasantly surprised at our swift response.
Imagine this, a seller & a buyer who are different due to their roles in the purchase process, bonding over how unresponsive most sales organizations are in case of inbound leads.
And I am not talking about the canned automated responses which anyone can smell from a mile away.
It’s the personalized, thoughtful response to show that you have done some basic research on their company to know how you can potentially help them – as you have helped their industry peers.
From time to time, I buy tech as part of my job and it’s disappointing to see good companies miss out on business due to a missing link in their sales process/system.
The bar is set so low in most cases that doing even the basics right can be your USP.
LinkedIn: link