Maintaining Momentum in Enterprise Software Sales: What to Do When Your Contact Goes Dark

In the realm of enterprise software sales, maintaining momentum is crucial to close deals and achieve your goals. However, it's not uncommon for potential contacts to suddenly go dark, leaving the sales team facing a unique challenge. This article explores effective strategies to keep the momentum going when a key contact mysteriously disappears.

Understanding the Context

Enterprise software sales can be complex and time-consuming, often involving several stakeholders and a lengthy decision-making process. When a contact goes dark, it's essential to understand the reasons behind the silence. This could be due to various factors, such as a change in priorities, lack of urgency, or the need to gather more information.

Tactics to Get Your Contact Back

Here are some simple yet effective tactics to re-establish communication and maintain the momentum in your sales process:

Follow-up Meeting

Before sending a proposal, it's wise to schedule a follow-up call. This helps to secure a commitment from the potential client and sets expectations for follow-up. You can propose a meeting time and make it clear that you will follow up if they haven't contacted you prior to that date.

“I’ll Call You”

When you send the proposal, include a message stating that you will call them on a specific day to ensure they have had a chance to review it. This shows your commitment and provides a deadline. If you can, book the follow-up call in their calendar to increase the likelihood of a response.

Set an Expiry Date

Adding a deadline to your proposal can create urgency. Mention a specific date by which the proposal will remain valid. Tie this expiration date to the potential benefits of signing the deal. For instance, highlight how their business can benefit financially or operationally by implementing the software within that timeframe.

Send a Farewell Email

After a reasonable amount of time, if you haven't heard back, send a polite follow-up email. Acknowledge the silence and suggest a next step. A polite email like, “Since I haven't heard back from you, I'm assuming fixing this problem is no longer a priority.” can help you manage your time effectively and demonstrate professional respect.

Dealing with the Lack of Decision-Maker

In some cases, the reason for silence might be that the decision-maker hasn't been identified or is not the right person. If you suspect this, it's essential to find the correct decision-maker and reach out to them directly. Utilize resources like the company's website, LinkedIn, or other databases to identify the right person.

Creative Follow-ups

In addition to traditional methods, consider creative follow-up tactics. Voicemails, LinkedIn messages, and voice memos can be particularly impactful. A clear, concise voicemail that states your reason for calling and provides a brief pitch can often prompt a response. Similarly, a personalized LinkedIn message or a voice memo attached to an email can stand out in a sea of communications.

Conclusion

The key to overcoming a silent contact in enterprise software sales is to remain proactive, creative, and persistent. Remember, your commitment to the sale should drive your actions. Identify the reasons behind the silence, and use the appropriate tactics to re-engage the potential client. With the right approach, you can maintain momentum and increase your chances of closing the deal.