1. Set a timeline. Hopefully your timeline was set in the sales process. But, if not, give them one now. You can either tell them that the deal you have presented will go away or that the cost will change.
2. Vary your message.
When emailing or leaving voice mails vary your message in an effort to
wake them up. Try a professional yet funny message. Perhaps, share a
quick success story.
3. Use a video. I like to have a Youtube video in the hopper that contains a testimonial from a happy client. Send them this link.
4. Order pizza.
Being creative is often the best way to reignite an old conversation. I
sent a pizza to a client once at lunch time with a note.
5. Offer a discount. Often if price is a factor, a “management authorized” price break might get the conversation going again.
6. Give them an out.
If something on their end has changed, then they may be feeling bad
about having to tell you no. I like to say, “You will not upset me if
things have changed on your end. Just let me know.” Most sales trainers
100% disagree with this philosophy. My point is this…if the prospect has
a legit reason to not move forward, why continue to hassle them?
There are
truly hundreds of ways to re-ignite a dead sales prospect. When I train
sales teams, we cover this in great detail. Overall, the biggest point
is that you should not have this issue if your sales process is clean
and tight. But, even the best laid plans fall short on occasion. Do not
give up. Be professionally persistent.
Ryan
Dohrn is a industry leading internet consultant. He is a sales and
strategy pioneer training sales and management teams large and small
around the globe.
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