HarryCaray

HMFIC

The Sundown Rule

I've found an easy way to build a solid relationship with a prospect, customer, or even an internal resource is to operate using "the Sundown Rule". Basically, don't let a missed phone call or email go without a response before the end of the day you received it, even if it's just to say "hey I got your note, and I'm working on getting you an answer, I'll follow up by ___." I've gotten some really great feedback from customers about our responsiveness, and I really think it sets us apart during the sales cycle and throughout the partnership.

What do you guys think? Operate the same way?

👑 Sales Strategy

💆‍♂ Mindset

38 comments

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CoorsKing

WR Officer

Retired King of the Coors Knights

Absolutely. Prompt follow up wins deals. Even if you don't have an answer yet if they asked for something, I will reply and say "I am still working on it and will have it by XYZ"

HarryCaray

Notable Contributor

HMFIC

It really does make a difference, especially when you’re being compared to competitors. All else being equal they will often go with the salesperson they like the most or who has shown that they care about a customer’s time.

Justatitle

Big Shot

Account Executive

I am an inbox 0 guy and I hate leaving someone without a response and we as sales people want responses to the outreach we make so its karma to put out what you want to receive

HarryCaray

Notable Contributor

HMFIC

Absolutely. Can’t complain about slow responses from customers if I can’t even get back to them in a timely manner. Plus I just don’t like feeling like anyone is waiting on me for anything.

funcoupons

WR Officer

👑

Yup, great rule to live by. Never leave a prospect hanging.

Nairobi

Politicker

Yep, I always reply to people on the same day they contacted me. I was OOO last week and felt bad that I didn't reply to some folks on the same day.

HarryCaray

Notable Contributor

HMFIC

Yeah even when I'm out, if it's something simple that I can respond to on my phone I'll go ahead and answer. Or might just say hey I'm out until next week, but I'll get on this as soon as I'm back. Seems to always be appreciated.

Nairobi

Politicker

Yep, I was out for only 2 days and didn't think I would get a bunch of emails—rookie mistake. Next time, I will have the automated email that says I'm out and will get back to them once I'm back.

LordOfWar

Tycoon

Blow it up

Totally, our boss has a 24hr return rule but I always strive for same-day, even if just to acknowledge receipt and that I'm working on it.

HarryCaray

Notable Contributor

HMFIC

Just a simple acknowledgement goes a long way!

Chep

WR Officer

Bitcoin Adoption Specialist

A great rule of thumb and a big reason why people make sure to set that OOO email up when they take time off🤣🤝🔥

CaneWolf

Politicker

Call me what you want, just sign the damn contract

I historically have done this (I slip sometimes though) and found it to make a huge difference once I started.

Telehealth_2the_Moon

Notable Contributor

Director of Business Development

100% Sales is hard enough without holding yourself back by leaving a prospect waiting without hearing things back. People get upset if they don't feel heard, doesn't mean you need an answer, just that you need to tell them you heard them and will get them an answer.

HarryCaray

Notable Contributor

HMFIC

Make them feel heard. Great way to look at it.

CuriousFox

WR Officer

🦊

Kinda like the never go to bed angry deal. I like this. 💯

Patbate

Politicker

Product Advisor

I always answer calls from anyone at practically anytime. You never know who’s calling you with your next deal!

HarryCaray

Notable Contributor

HMFIC

spam calls kinda ruined that for me, but I definitely get what you're saying!

braintank

Politicker

Enterprise Account Executive

I like this -- I also don't like to reply right away. Make them thing you're busy too ;)

HarryCaray

Notable Contributor

HMFIC

haha good thought. I've considered that before too (depending on the prospect)

aiko

Politicker

Sr. Account Executive

I dig this post. Will do it more often!

GrindingSales

Politicker

Account Executive

I love this and strive for the same results!

TheRealPezDog

Notable Contributor

Account Manager

I like it a lot, and I do this frequently. IMO overcommunicating is better than under fo show.

HarryCaray

Notable Contributor

HMFIC

no doubt. Would rather be accused of overcommunicating rather than being unresponsive.

Lambda

Tycoon

Sales Consultant

responsiveness is huge in building relationships especially in the world we live in now.

That said you have to have a cutoff, unless your life is your job, then you need to be able to separate the 2 or else your personal relationships will suffer.

just my 2 cents

HarryCaray

Notable Contributor

HMFIC

I should have been more clear on that, I meant by end of working day, or a reasonable time after that. Completely agree with you, I'm not responding to 11pm emails right away unless its urgent or a huge deal that I'm trying to land. Thanks for the input!

CTXC

Opinionated

Strategic Account Executive

100% agree here. My goal is to respond to prospect/customer emails/leads/phone calls as soon as they are received. Especially if its an active opportunity, everything else becomes secondary.

HarryCaray

Notable Contributor

HMFIC

Yeah I try to do the same thing when I'm able. Get back to them asap! I feel like it makes them try and reciprocate.

Theloanemperor

Opinionated

Loan Officer

Love this. Especially as a sales person, missing a phone call can result in a lost deal.

HarryCaray

Notable Contributor

HMFIC

Definitely, especially if there's tons of competition going after the same contract.

bareknuckles

Valued Contributor

CEO of my kitchen table

Love this rule - always keep them in the loop and updated

NoSuperhero

Politicker

BDR LEAD

Good sound advice, I try to do this without thinking about it. Haven't had any email replies lately, might need to double check what I'm sending

KendallRoy

Politicker

So many times clients have praised the speed of my responses. I have a no email left behind policy. I don't sign off until the inbox is cleared.

SalesSage

Valued Contributor

National Account Manager

I hadn't heard this term but I think it is great. I think the difference always comes down to how a person is treated and if they feel respected. This covers those bases, you are heard/seen and I will do my best by you, even if that isn't this second.

Kinonez

Celebrated Contributor

War Room Enthusiast

I agree 100% the faster your reply the better your chances of success! Your prospects must know you care about them and what a better way to show them that and contacting ASAP with a valid update!

No_ty

Politicker

Sales Dir.

demonstrating interest is the way

SaaSsy

Politicker

Love this, I've been doing this for awhile now and it's amazing how many prospects thank me for being thorough and quick with responses - seems like common sense but a lot of folks don't have this skill. It definitely builds trust, even if you don't see the immediate payoff.

ragnarlothbrok

Politicker

Key account manager

sound advice

MR.StretchISR

Politicker

ISR

Good catch, I don't think I get my 25 for 3x log in either.... Basically a daily guy.

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HarryCaray

The Sundown Rule

38 comments

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