Have You Ever Called A Prospect To Ask If They’re Ready To Buy Yet?
Like All Good Salespersons, You Diligently Follow Up A Sales Call
Whether the prospect has been generated by online ads, social media, traditional advertising, or a personal referral – they deserve the courtesy of a call-back. In fact, they expect it. BUT BE CAREFUL…what you say in the first five to ten seconds of the call can determine if you’ll be making a sale or making excuses. Here’s why.
Good Start – Questionable Finish?
You’ve laid the groundwork for a nice sale. The “suspect” responded to one of your marketing pieces and asked for more information. You sent the additional information and followed it up with a phone call thanking the prospect and asking if there is anything else you can answer to help them come to the best decision for them. Wonderful. Give your self a Gold Star. You did everything right.
EXCEPT… you’re going to spoil it all in two weeks.
How do I know? Because so many business owners and sales reps fall into this trap. You call back two weeks later and, in effect, ask the prospect, “Well, are you ready to buy yet?” or something equally as lame.
Your Stated Reason For Calling Must Be To Communicate NEW Information – Not To Ask If They’re “Ready To Buy Yet?”
Fact: If you don’t offer some new and meaningful information as the reason for your call, the call may well backfire on you. Why? Because people are programmed to reject overtures based on your self-interest, not theirs. They want you to call with news they need to know. Only then can you broach the subject of their buying. Remember, every call is a sales call. Every call tries to close. And, every call needs a reason to re-enter the “close” phase of the conversation. “Given this new information, Mr Prospect, doesn’t this now seem like something that will benefit your business in ‘X, Y, Z’ ways?”
Here’s a hint
Always have a valid reason to call. New information, price changes, new and improved model coming out, great reviews from an industry magazine are all good reasons to call and will keep your prospect interested and thinking well of you as they reach their decision. And so, so so much better than, “Are you ready to buy yet?”
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