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).
