What Happened?

iamsherise-1648194-unsplashYou sent a requested proposal – or a sample of your product – to the prospect and never heard back from her.
.
You phoned her to follow up but couldn’t get through.
.
You thought “well that’s okay because she’s probably busy.”
.
You left a voicemail message.
.
She didn’t call back.
.
You left another voicemail message…and then another, with no return call.
(Bad sign.)
.
You are wondering:  WHAT HAPPENED?
.

After awhile it becomes obvious.

Your prospect has either been kidnapped, died, or somehow vanished from the face of the earth, leaving no trace behind.

Or it could be they are procrastinating.

They have put off reading your proposal or trying your product or returning your call.

Or their plans have changed.

Whatever the reason, you need to find out what the situation is, so you can either cross them off your list or continue to follow up.

Now, this is important:
.

What to Do – in Advance of a Disappearing Act

During the first conversation:

  • Get the names of additional contacts within the company.
    .
  • Ask: “In addition to you, who else is involved in the decision-making process?”
    .
    Or: “Who else in your company should I talk to about this?”
    .
  •  Get at least one other name – better yet: two or three names of people you can contact in the future in case your prospect is unreachable when you make your follow-up calls.
    .
    Another Reason Why They Disappear
    .

    You did not get an “action commitment” during the first contact. Before you send anything, whether it’s a proposal or brochure or a product to evaluate, ask for a commitment.
    .
    Here’s how to ask:
    .
    1. “I’ll make a note to follow up with you next week. Or will two weeks be better for you?”Whatever the answer, reconfirm the date. If they say three weeks is better, you can say: “Good! Let’s make plans to talk in three weeks and I’ll call you on July 28th. Okay?”
    .
    End the call by repeating the date and time of your telephone appointment: “I have you on my calendar for a 9:30 a.m. telephone call on July 28th and unless I hear from you otherwise, I will phone you then.”
    .
    Include the date and time for your telephone appointment in the note you send with your proposal or brochure or sample of your product.
    .
    2. “After you review the proposal, what is the next step in the process?” Then use #1 above,  or:
    .
    3. “After you try our product and if it works well for you, when will you be placing your order with us?” Then use #1 above.
    .
    Looking for more sales-building ideas?
    .
    You will get additional specific “action commitments” – and much more – during my  4-week once a week e-Course.
    Because your situation is unique, this is a one-to-one coaching and sales-training course.
    Questions about the course? email annbarr@annbarr.com and I’ll answer any question you want to ask.
    .
    Thanks for reading – here’s wishing you a beautiful day!
    .
    Ann
    PS:  Good News: your BTA Educational discount applies to this course!
    PPS: If you know a friendly, positive person who feels s/he is not cut out for a sales position (but you disagree) please forward this post to her or him.

 

This 4-Letter Word Earned a Sale

william-iven-8515-unsplashThis word is rarely used in a business setting.

But using it in the right situation and in a genuine way makes a big difference.

One example of how this 4-letter word earned a sale – true story:

I phoned the local newspaper to cancel my subscription.

The person I spoke with at the newspaper used all the right words – especially one compelling “positive power” word – to try and change my mind.

First she said, “I’m so sorry you have decided to cancel.”
(She sounded as though she meant it.)

Her important question:

“May I ask why you would like to cancel your subscription?”

I was truthful, and answered: “Because I get most news online and don’t usually have time to read the newspaper.”

Her response was to describe a new “special offer.” 

After telling me about the offer she asked: “Would you like to try that for 14 weeks?” 

I said “yes!”

It was an offer I couldn’t resist, especially when she used that persuasive 4-letter word.  

What was that magic word – and how did she use it?

“We would LOVE to keep you as a subscriber.”

Three reasons she earned the sale: 

(1.)  I felt as though she really cared and didn’t want to lose me as a subscriber.
(Whether that was true or not, it was the impression she communicated.)

(2.)  I didn’t want to say “no” because she used all the right words and – honestly – I felt she deserved the sale.

(3.)  She asked for the sale!

If you have not been using the word love in your conversations with prospects and clients because you feel it is not professional…

… think again.

Because it works!

Get good ideas and marketing tips when you sign up for my newsletter here!

And…

… You will get more profit-producing ideas for your unique situation in my one-to-one 4 week once-a-week e-Course with personal coaching and sales training.  Questions? Send an email to me: annbarr@annbarr.com and ask any question you would like to ask,

Interested? Use this registration form and email to me when completed.

Good news: You can apply your BTA Membership discount for this course!

Thanks for reading – here’s wishing you a beautiful day!

Ann
PS. If you know a friendly, positive person who feels s/he is not cut out for a sales position (but you disagree) please forward this post to her or him.

 

This Follow-up Call Earned a Sale

cell-phone-woman-tnImagine how many more sales you could get if more of your prospects would actually read and think about the information you send, or brochures you leave with them during your on-site cold calls.

After talking to more than a dozen customers and sending emails or brochures with product information, how can you make it worth your time and energy?

Easy and Fast

The easiest and fastest way to get a prospect mentally involved in – and reading – the information you send, is to get them physically involved. (Not arm wrestling or anything like that.)

Unique

One sales person I bought from – when I purchased office equipment supplies for the company I worked for – had a unique way of motivating me to read the price lists she sent to me.

Here is how one follow-up phone call from this sales rep (her name was “Fern”) went:

“Hello Ann, I’m calling to follow up on the new price catalog we sent you last week.

“It has a purple cover with bright yellow printing.”

Words That Prompted Action

She went on to say:

“There has been a change in pricing on one of the products you use.

“If you have a pen handy, turn to page 14 and next to item #3, cross out the printed price and write $34.50.

“That’s your new third column price on that product and we have it in stock. How many would you like to order?”

I ordered a dozen.

Five Reasons This was Successful

  1. Fern didn’t ask me if I received the catalog (which could have ended the conversation quickly.)
  2. She immediately described the colors on the catalog, so I was able to identify it and pull it out from among all the other catalogs on my desk.
  3. She got me physically involved in the conversation by asking me to cross out the price on a specific page and write in the new price.
  4. I was then mentally involved, looking at the new price I had written and thinking about whether or not we should order this product from Fern.
  5. She ASKED for the order!
    .
    I ordered a dozen.
    .
    You can see 10 effective ways to ask for the order in this 115-page sales-building e-book at less than half price through Midnight on Wednesday.
    .
    Here’s wishing you a happy and cool day (cooler than the 91 degree heat we have here today!)
    .
    - Ann