What’s Costing You the Most Profit? Missed Sales Opportunities! Dropping the Ball

Here’s another missed sales opportunity: A few weeks before I moved to St. Petersburg, Florida, I called six banks that were within walking distance of my new offices. I told them I’d be moving two business and two personal savings and checking accounts, and two accounts related to my late father’s estate. I was clear that I didn’t want to pay any fees but if there were any fees, I wanted them itemized. I told them that I did not want their standard marketing brochures but a personalized response to my specific business and personal needs.

RESULT: Only two of the six banks responded! And the two that did sent -- guess what -- their standard marketing brochures!

I needed a bank fast, so I called the two banks that responded and reiterated my request for personalized information. One promised to call me back but never did and the other one put me in contact with their relocation department (where I should have been referred in the first place). Guess who got my business?

·       Do you respond to all qualified requests for information?

·       Do you respond promptly?

·       Do you respond accurately and give a personalized response, or does every request get the same off-the-shelf response?

·       Do you follow-up after every request?