Good day, if your prospect, possible purchaser is still sitting on the fence then you must be missing something in there, WHY buys from you. Review the dialogue you initially had with this probable purchaser and look at their 'wants, needs, desires, or concerns if you can recall. The 'procrastination objection' that many probable purchasers utilize is tied to the seller not identifying with these wants, needs, desires, or concerns, overcoming these, and delivering the message that the product or service being offered satisfies these objections.
Utilizing a 'Consultative Selling Approach' from the first contact helps you prepare for delay tactics by giving you, the seller, insight into WHY the probable purchaser might need to buy. Your product or service then becomes a solution, not just another product. Ask engaging questions that seeks out with eagerness why they should buy from you, then deliver on 'what' it is and 'how' it works, (your product or service).
The MOST important thing in running a business is to ALWAYS be filling up your pipeline with QUALIFIED LEADS/PROSPECTS. Sorry for the caps. Not yelling at all.
By doing so, you are increasing your chances of attracting the RIGHT type of customer who is ready, willing, and, able, to move forward with your product/service.
The other benefit is this:
when you have more than enough prospects wanting to do business with you, you won't notice or care too much about those who wish to dilly dally around a.k.a. WHO ARE NOT SERIOUS.
So, rule # 1 in business:
FILL THE PIPELINE UNTIL IT SPILLETH OVER..............
One thing we have learned over the years is to never be to pushy. We find that by being persistent in a subtle kind of way is the best way to get a potential customer to convert. One of the ways we do this is by sending out positive reviews and great info about our company via email every two to three weeks. any more than that seems like a desperate attempt to gain new business which is much like underselling yourself. So for what it is worth be patient but don't give up. Keep everything on the up and up and only continue to encourage your potential customers to convert by way of letting your light shine.... (in other words only encourage, never use phrases such as "you need to sign up", or "you don't know what you are missing"), You get the drift...
Hi Dawn, I never chase a deal after I have made an offer on Real estate or presented offers to clients. If they are on the fence, they have not said Yes, so it's a nice way of saying No. I just talk to them to understand what they need, how can I deliver what they need at a price point that is a win win for both sides.
Quite honestly, everybody talks about building rapport and nobody seems to understand that the potential customer did not call you to become best friends.
People in general misunderstand the meaning of building rapport. I once worked as a Vice President of Training, Education & Development for a financial firm that also believed in building rapport. This organization would call one week to discuss the weather, another week to discuss the state and where the potential customer lives, another week to talk about family etc. The problem with this approach is 9 X out of 10 yes, your building a personal rapport but not a business relationship. Because this financial house believed in building a friendship first than hopefully a business relationship, their sales cycle took 9 months to close. It's ridiculous. This is why they had so much internal sales churn. You can't survive like that, nobody can. I turned their 9 month sales cycle into a 1 week sales cycle with my understanding of building rapport.
Understand from the start, the potential customer is calling you or meeting you in person to see if they want to do business with you. Make no mistakes about it, the customer needs you and you need the business. Therefore, your business is based upon business rapport which should be an immediate decision based upon the Q & A conducted by both of you. The only true way to build rapport is to make sure the customer on the first call or if meeting in person trusts you from the start by responding ethically, honestly and with full disclosure to the customers questions.
On the average, your potential customer will become an immediate client instead of on the fence for a period of time. Once a potential client is on the fence and, the more time that lapses the greater the risk the potential client went elsewhere.
Bottom line, call the client that is already on the fence. Explain to the potential client that you called to offer your input and additional information "even if you choose not to work with us for any reason you can still call us back with any questions and we would be happy to always help". This will help the customer to understand that you are really caring about the needs of the potential client and their business. If this potential client did not already go elsewhere, the chance are they will reconsider going with you if they are still in need for such services and or products you are offering.
Customers in general will notice how you genuinely care about their needs and success from the start without needing to point it out by building the right type of rapport from the start. Be accurate, honest, ethical and respond with with full disclosure. Do not be afraid to tell a potential client when you can't help them with 100% accuracy. Don't be afraid to refer them to other companies that may be able to help them better.
You will be amazed how many referral you receive because of your ethical and full disclosure responses.
I present all the information needed to make an informed decision and let the customer decide from there. I find being to pushy never works but if they have the facts and feel confident this is the right choice for them they will move forward.
As strange as it may seem, the best way to know is to manage the tension of your client. Where there is little or no tension, their will be not much action. Simple truth.
I want my client's to know they are purchasing their dream so if they are on the fence I don't want them to proceed until they know for sure this is what they want, even if that means walking away. I will be there to help them find their dream.
you have to have them approch it from a black and white business standpoint. Does the deal make good fiscal sense? Will it 5 years from now? Guide them with your business acumen, not with personal . Show them the true cost analysis benefit of going foward
Join Your Local
Business Network
Connect & get quality referrals
from Small Business Owners
Answers (1-10)
Good day, if your prospect, possible purchaser is still sitting on the fence then you must be missing something in there, WHY buys from you. Review the dialogue you initially had with this probable purchaser and look at their 'wants, needs, desires, or concerns if you can recall. The 'procrastination objection' that many probable purchasers utilize is tied to the seller not identifying with these wants, needs, desires, or concerns, overcoming these, and delivering the message that the product or service being offered satisfies these objections.
Utilizing a 'Consultative Selling Approach' from the first contact helps you prepare for delay tactics by giving you, the seller, insight into WHY the probable purchaser might need to buy. Your product or service then becomes a solution, not just another product. Ask engaging questions that seeks out with eagerness why they should buy from you, then deliver on 'what' it is and 'how' it works, (your product or service).
Hi Dawn:
The MOST important thing in running a business is to ALWAYS be filling up your pipeline with QUALIFIED LEADS/PROSPECTS. Sorry for the caps. Not yelling at all.
By doing so, you are increasing your chances of attracting the RIGHT type of customer who is ready, willing, and, able, to move forward with your product/service.
The other benefit is this:
when you have more than enough prospects wanting to do business with you, you won't notice or care too much about those who wish to dilly dally around a.k.a. WHO ARE NOT SERIOUS.
So, rule # 1 in business:
FILL THE PIPELINE UNTIL IT SPILLETH OVER..............
One thing we have learned over the years is to never be to pushy. We find that by being persistent in a subtle kind of way is the best way to get a potential customer to convert. One of the ways we do this is by sending out positive reviews and great info about our company via email every two to three weeks. any more than that seems like a desperate attempt to gain new business which is much like underselling yourself. So for what it is worth be patient but don't give up. Keep everything on the up and up and only continue to encourage your potential customers to convert by way of letting your light shine.... (in other words only encourage, never use phrases such as "you need to sign up", or "you don't know what you are missing"), You get the drift...
Hi Dawn, I never chase a deal after I have made an offer on Real estate or presented offers to clients. If they are on the fence, they have not said Yes, so it's a nice way of saying No. I just talk to them to understand what they need, how can I deliver what they need at a price point that is a win win for both sides.
I hope this helps,
Anthony
Quite honestly, everybody talks about building rapport and nobody seems to understand that the potential customer did not call you to become best friends.
People in general misunderstand the meaning of building rapport. I once worked as a Vice President of Training, Education & Development for a financial firm that also believed in building rapport. This organization would call one week to discuss the weather, another week to discuss the state and where the potential customer lives, another week to talk about family etc. The problem with this approach is 9 X out of 10 yes, your building a personal rapport but not a business relationship. Because this financial house believed in building a friendship first than hopefully a business relationship, their sales cycle took 9 months to close. It's ridiculous. This is why they had so much internal sales churn. You can't survive like that, nobody can. I turned their 9 month sales cycle into a 1 week sales cycle with my understanding of building rapport.
Understand from the start, the potential customer is calling you or meeting you in person to see if they want to do business with you. Make no mistakes about it, the customer needs you and you need the business. Therefore, your business is based upon business rapport which should be an immediate decision based upon the Q & A conducted by both of you. The only true way to build rapport is to make sure the customer on the first call or if meeting in person trusts you from the start by responding ethically, honestly and with full disclosure to the customers questions.
On the average, your potential customer will become an immediate client instead of on the fence for a period of time. Once a potential client is on the fence and, the more time that lapses the greater the risk the potential client went elsewhere.
Bottom line, call the client that is already on the fence. Explain to the potential client that you called to offer your input and additional information "even if you choose not to work with us for any reason you can still call us back with any questions and we would be happy to always help". This will help the customer to understand that you are really caring about the needs of the potential client and their business. If this potential client did not already go elsewhere, the chance are they will reconsider going with you if they are still in need for such services and or products you are offering.
Our organization https://seorankmybusiness.com/ lives by the golden rule "Your Success is Our Success"
Customers in general will notice how you genuinely care about their needs and success from the start without needing to point it out by building the right type of rapport from the start. Be accurate, honest, ethical and respond with with full disclosure. Do not be afraid to tell a potential client when you can't help them with 100% accuracy. Don't be afraid to refer them to other companies that may be able to help them better.
You will be amazed how many referral you receive because of your ethical and full disclosure responses.
Hope this was helpful :)
I don't "close deals". I address potential clients needs in every interaction I have with them whether we've signed a contract or not.
I present all the information needed to make an informed decision and let the customer decide from there. I find being to pushy never works but if they have the facts and feel confident this is the right choice for them they will move forward.
As strange as it may seem, the best way to know is to manage the tension of your client. Where there is little or no tension, their will be not much action. Simple truth.
you have to have them approch it from a black and white business standpoint. Does the deal make good fiscal sense? Will it 5 years from now? Guide them with your business acumen, not with personal . Show them the true cost analysis benefit of going foward