A client said, "I just got this blow off email from a prospect:" When we decide, we will contact you to see how you fit in. "What can I do?" he asked me.
Here you go...
That’s a typical response… especially to a question about whether they’re ready to buy.
Think about this… if they had made a decision in your favor, they would have contacted you! So, and virtually everyone does this, asking if they’re ready to buy when it’s obvious they’re not is necessarily going to yield, We don’t know yet... Don't call us, we'll call you.
Instead, ask a better question like, “How can we help you ______________ (fill in the blank with their biggest obstacle or main goal)?” Or call back and leave a message with an offer to give them information that will help them (if you have, can create or order a special report they’d be interested in.) Or better yet… don’t leave a message and call instead!
You really do want to talk with them. So keep calling ‘til you get them on the phone. A lot of business owners work outside of regular business hours, so call when gatekeepers are less likely to be there and when they're less likely to be involved with their clients.
Nothing’s guaranteed, but here are three ideas as to how to stop getting this input.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 Jenae@MagazineAdvertisingSales.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Publishers & Ad Directors, call for a free consultation (954-290-9896).
November 10, 2009
Magazine Advertising Sales Training: Turn Troubles Into Ads
Tyler, a coaching client, came up with great verbiage to re-enter the Discovery stage with prospects who were giving him no attention and with advertisers who had left him. The first time he used it, he turned a cancellation into a 3x sale. Here’s what he said:
I approached him with, “I don’t think I’ve been meeting your needs.” His customer replied: “What do you mean?” Tyler responded by saying he'd never really asked what was important to him, and he followed that statement by going right into his fact finding questions.
When Tyler realized how important this stage of the sale is, he incorporated this all the time, and blew the socks off his sales records.
I hope this helps you.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 Jenae@MagazineAdvertisingSales.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Publishers & Ad Directors, call for a free consultation (954-290-9896).
I approached him with, “I don’t think I’ve been meeting your needs.” His customer replied: “What do you mean?” Tyler responded by saying he'd never really asked what was important to him, and he followed that statement by going right into his fact finding questions.
When Tyler realized how important this stage of the sale is, he incorporated this all the time, and blew the socks off his sales records.
I hope this helps you.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 Jenae@MagazineAdvertisingSales.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Publishers & Ad Directors, call for a free consultation (954-290-9896).
November 7, 2009
Magazine Advertising Sales Training: Easier Renewals
Jenae,
What is good wording for a “button up email” for renewals?
John,
You need to talk with them first! Then you can zap an email with a summary… no proposal, no grandiose verbiage. NO, don’t send an agreement until they agree! Otherwise if they don't renew, you probably won't get them on the phone when you need to speak with them… well, ok, not never, but you know how hard it can be when they don’t want to talk with you. So you WANT to speak with them before you send a renewal.
Just one or two days ago, you talked about how important it is to connect with clients (saying if you don't your competitors will... and you're right.) If you let this once-a-year opportunity pass, and you don’t have a regular "touch" marketing campaign, when are they ever going to feel connected to you and that you truly care about anything other than their money?
You’re right! This is VERY important. Let me know if this helped.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 Jenae@MagazineAdvertisingSales.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Publishers & Ad Directors, call for a free consultation (954-290-9896).
What is good wording for a “button up email” for renewals?
John,
You need to talk with them first! Then you can zap an email with a summary… no proposal, no grandiose verbiage. NO, don’t send an agreement until they agree! Otherwise if they don't renew, you probably won't get them on the phone when you need to speak with them… well, ok, not never, but you know how hard it can be when they don’t want to talk with you. So you WANT to speak with them before you send a renewal.
Just one or two days ago, you talked about how important it is to connect with clients (saying if you don't your competitors will... and you're right.) If you let this once-a-year opportunity pass, and you don’t have a regular "touch" marketing campaign, when are they ever going to feel connected to you and that you truly care about anything other than their money?
You’re right! This is VERY important. Let me know if this helped.
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 Jenae@MagazineAdvertisingSales.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Publishers & Ad Directors, call for a free consultation (954-290-9896).
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