Oct 18, 2019
Have you ever been ghosted by a customer or prospect?
Sure you have! Every salesperson has dealt with an unresponsive customer or prospect. In this episode, Paul offers some practical advice to overcome this challenge.
On today’s show, we answer one of the most common questions that salespeople ask, “How do you deal with an unresponsive customer or prospect?”
Every salesperson has experienced this challenge: You’ve left countless messages, sent numerous e-mails, and you’re left just waiting and hoping that that customer’s going to call back.
In sales, we’re asking the buyer to consider their priorities (in business and life), and trying to convince them that our offering is going to make a difference in their business; a difference that is so compelling that it’s worth taking the time to meet with us.
“The first thing we’re going to look at today is how we structure our message, and there’s an acronym I want you to remember: GET. GET is an acronym that stands for GRAB their attention, ESTABLISH the need, and TEASE them with a benefit.”
Have a Call-To-Action at the end of the message. Ask the buyer for their time. Request the meeting and give some specific times. Providing specific times will make it easier for the buyer to commit. Don’t leave it open-ended by saying, “Let me know how your schedule looks next week.” That’s too broad. Give them a few options. It’s easier for them to decide.
Also, remember to be creative with your follow-up ideas. And, finally, don’t become a prisoner of hope. Establish how many successful call backs you’ll make before calling it quits.
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The Q and A Sales Podcast is edited by The Creative Impostor Studios.
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