Ever had an interested prospect who really liked your stuff, but then never followed through? That's exactly why Jerry wrote me this email.
The logical next step is for us to review parts for the prospect to see if we're a possible fit. My problem is many of them tell me that they'll send over the specs for us to review but then never do it.
I'd like to either call or email them back after a week or two to remind them. However, I don't want to sound like I'm begging.
Any suggestions on how best to handle this type of situation to keep things moving forward with the client AND avoid my sounding like a pathetic, needy salesperson?
Here are some of my thoughts ...
After they agree to send the drawings, say something like this: "Great. I look forward to getting them. And, based on my experience working with other crazy-busy people like you, after we hang up the phone one of two things will happen ....
- You'll go get the drawings right away so you don't forget ... or
- You'll immediately get back to work on another project and totally forget. Am I right?
(Pause ... he will laugh and agree.)
Then say, "So how do you want me to handle this situation. You know I'm going to keep bugging you till I get them."
When you call back 2 weeks later AND 3 weeks later, you can say, "Hey. Me again calling to bug you about those drawings. We can't get you the pricing without them. And, as I mentioned in our earlier conversations, we've helped other firms reduce their costs by 23.6%."
Have fun with it. Tell him what you're going to do and enjoy it. Pretend it's your brother (or other relative) who was supposed to do something for you but keeps forgetting. And don't worry about sounding pathetic.
Now that's just one approach. What would you suggest?
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I always let them know that the process can go as fast or slow as they want it to go depending on how quickly I get the information. You should always ask what their timeframe is to get the deal done because their time and salespeople's time is never the same.
If I don't get the information, I send them an email or call and say "I wasn't sure if I missed the information if you sent it but if not, I will keep an eye out for it within the next day or so." (Suttle reminder)
If after a 3-4 tries and still don't get the info, I end up telling them; "Since I've never received the information, I'm going to assume you no longer have a need/ interest in our services but I'm here to assist you if anything changes." This always gets them to move forward or let it go. You can only push them so far.
Posted by: Therese Schustrich | 10/12/2010 at 06:55 AM
If the potential's there, offer to have the materials picked up at such-and-such time. Ask for agreement. The situation may be be resolved at that point.
Posted by: Bill H | 10/12/2010 at 11:27 AM
Sometimes, you may not only sound like you're begging. Appearing impolite can also be a problem because it would seem like you're rushing your prospects.
Posted by: Brochures Printing Online | 10/15/2010 at 01:32 AM
I try to do three things:
1. get a commitment for when they will send it, e.g. "so do you think you can get that to me by next Tuesday?"
2. get permission to call them back "so if I don't hear from you is it OK if I call you back on Thursday to make sure this doesn't fall through the cracks."
3. understand what the ultimate deadline is that they are working to. That way in the call backs I can mention "I just want to be clear, you indicated you wanted us to finish by the end of October to meet your deadlines. If we can't get your specs and get started we can't meet your date."
Often this happens because the "slacker" is in an exploratory mode and there isn't a forcing function or impending event that is driving the need for a decision or a commitment.
Also, this is not the worst outcome, they can get you the specs, have you invest more time in a detailed proposal, and then ignore the proposal.
Posted by: Sean Murphy | 10/21/2010 at 01:28 PM
Being consistent, showing enthusiasm to close the deal I think is a good approach too. If you'll show how determined you are, he'll be impressed and you will be rewarded.
Posted by: Web Agent | 10/26/2010 at 04:05 AM