Convert Prospects to Clients with Ease
photo credit: Elisabeth Voglsam
Is frustration getting in the way of gaining new clients?
If you are like me, there are two situations that routinely appear as roadblocks on any possibility of making a sale. Most entrepreneurs and salespeople simply give up when they hear either, “I didn’t have the time” or “I don’t need that now but maybe later in the year.”
My relationship building approach to sales allowed me to find a very easy and pleasant fix to all of this. In the first case, people may promise to read your email and request you follow up at a specific time. But when you do, they admit they didn’t have the time to give it serious consideration. This is the point where you can make a huge step in the right direction.
Patience is a virtue in this case. In your own words state, “I realize things come up and it’s difficult to take the time. Why don’t we reset our appointment at your convenience and I’ll walk you through it at that time.”
Your prospect will be relieved and grateful you didn’t try to push them into a sale. Most often they are gracious at the next meeting and discuss the possibilities. Your percentage for moving a prospect to a client will increase dramatically.
In the situation where people brush you off stating they aren’t ready but to call later in the year, you can easily turn this objection into a positive opportunity. Again, in your own words, say it will be difficult to implement a good service when they are under the gun to implement what you have to offer. A leisurely meeting instead will enable them to better comprehend the service and determine if it will be right for them whenever they may be ready. I’ve never had anyone turn me down for this type of appointment. It’s truly a Smooth Sale!
The same applies to interviews. You may hear appreciation in the voice of the person you contacted regarding a possible interview but they aren’t yet ready to hire. A good response would be one similar to, “This will be a good time to speak leisurely and then you will have a face with a name when an opportunity for an interview arises.” Again you increase your chances for getting what you desire.
These strategies and many more may be found in my international best selling book, Nice Girls DO Get the Sale: Relationship Building That Gets Results. Remember, it’s Nice People DO Get the Sale! You will also find how these strategies apply to interviewing and hearing HIRED! in my book, HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.
Questions? Please let me know how i may be of assistance. My goal is to help everyone enjoy a Smooth Sale!
