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Actual for You - How to Revive a Dead Lead
How can eight lessons we learned as kids lead to grown-up success? Our list continues...Harry Truman once said he “found the best way to give advice to your children is to find out what they want and then advise them to do it.” Business doesn’t always work that way. However, the lessons of our childhood provide a foundation upon which to build our lives and our companies. Don’t miss t
Your message needs to say something like you “Appreciate the time they have taken so far to discuss their requirements. And you understand they may not be in a position at the moment to use your service. But when they are ready to proceed you would greatly appreciate an opportunity to speak with them about a service to suit their ne
Promotional gifts serve your company in many different ways, and the items that you choose as giveaways should reflect their purpose. One important way that you can use promotional gifts is in prospecting for new clients.The business relationship with your customers has a definite life cycle, and it’s important to cultivate it at each part of that cycle. The first step of building a business
Sometimes your lead can go dead. You’re not sure why, but your contact person just goes quiet – sometimes disappearing for good.
Was your price too high? Did you say something wrong? What should you do?
I’ve had a few clients in exactly this situation – one even had his prospect located overseas. And they report great results by using this simple procedure.
Usually in these circumstances you can’t contact your prospect by phone. This is a sure sign they have "disappeared". If this is the case for you, simply leave a voice mail message that you will send an email to them and ask them to “please take a moment to read it”.
1) Remove the pressure – assume they will say “no”.
Sometimes prospects think they have put themselves in an awkward position where they have to make a decision. They could feel backed into a corner. Sometimes they may be embarrassed because they have taken so long to come to a decision. Or because their superiors don’t agree with them. Or maybe they haven’t got the finances to buy from you.
Either way, they may suddenly back-off because they feel under pressure. You must take that pressure away by assuming they will not go ahead. Assume they will say “no” to your proposal.
2) Send a polite, non-threatening message.
Because you have probably had trouble contacting the person by phone, send this via email.
Your message needs to say something like you “Appreciate the time they have taken so far to discuss their requirements. And you understand they may not be in a position at the moment to use your service. But when they are ready to proceed you would greatly appreciate an opportunity to speak with them about a service to suit their nee
A great way to gain more local sales is to rent a booth at a fair or bizaar. These can be a fun way to spend the day, and if done correctly a profitable one at that. The following are steps you can take to ensure you receive the most sales within the hours or days of the event.Step 1 - Locating EventsOf course if you don't know where any are, the rest of the steps are useless! Finding
I’ve had a few clients in exactly this situation – one even had his prospect located overseas. And they report great results by using this simple procedure.
Usually in these circumstances you can’t contact your prospect by phone. This is a sure sign they have "disappeared". If this is the case for you, simply leave a voice mail message that you will send an email to them and ask them to “please take a moment to read it”.
1) Remove the pressure – assume they will say “no”.
Sometimes prospects think they have put themselves in an awkward position where they have to make a decision. They could feel backed into a corner. Sometimes they may be embarrassed because they have taken so long to come to a decision. Or because their superiors don’t agree with them. Or maybe they haven’t got the finances to buy from you.
Either way, they may suddenly back-off because they feel under pressure. You must take that pressure away by assuming they will not go ahead. Assume they will say “no” to your proposal.
2) Send a polite, non-threatening message.
Because you have probably had trouble contacting the person by phone, send this via email.
Your message needs to say something like you “Appreciate the time they have taken so far to discuss their requirements. And you understand they may not be in a position at the moment to use your service. But when they are ready to proceed you would greatly appreciate an opportunity to speak with them about a service to suit their ne
Stop trying to sell people! Your top priority should not be making the sale.You probably think I don’t know what I’m talking about since making the sale has always been your only goal, and you make plenty of sales. Well there are people out there who will buy the product in spite of the salesperson. If this wasn’t true, mail order catalogues would not exist.It is imperative that you
1) Remove the pressure – assume they will say “no”.
Sometimes prospects think they have put themselves in an awkward position where they have to make a decision. They could feel backed into a corner. Sometimes they may be embarrassed because they have taken so long to come to a decision. Or because their superiors don’t agree with them. Or maybe they haven’t got the finances to buy from you.
Either way, they may suddenly back-off because they feel under pressure. You must take that pressure away by assuming they will not go ahead. Assume they will say “no” to your proposal.
2) Send a polite, non-threatening message.
Because you have probably had trouble contacting the person by phone, send this via email.
Your message needs to say something like you “Appreciate the time they have taken so far to discuss their requirements. And you understand they may not be in a position at the moment to use your service. But when they are ready to proceed you would greatly appreciate an opportunity to speak with them about a service to suit their ne
Benjamin Franklin is attributed as the first person who said, “Time is money.” Well, that was over 200 years ago and you know, for Service Managers, it couldn’t be any more true today than it was back then. That is the essence of what Service Managers do everyday. They turn a technician’s time into labor revenue. For a service department to be profitable they have to turn the time paid to techn
Either way, they may suddenly back-off because they feel under pressure. You must take that pressure away by assuming they will not go ahead. Assume they will say “no” to your proposal.
2) Send a polite, non-threatening message.
Because you have probably had trouble contacting the person by phone, send this via email.
Your message needs to say something like you “Appreciate the time they have taken so far to discuss their requirements. And you understand they may not be in a position at the moment to use your service. But when they are ready to proceed you would greatly appreciate an opportunity to speak with them about a service to suit their ne
Every month I receive messages from students and readers that begin, ‘I got such terrible service from…’ and often close, ‘…and I’ll never go back there again!’I find these stories upsetting, occasionally entertaining, but rarely are they motivating or instructive.Here’s why:Anyone with enough intelligence and emotion to muster a written complaint also has the ability to offer
Your message needs to say something like you “Appreciate the time they have taken so far to discuss their requirements. And you understand they may not be in a position at the moment to use your service. But when they are ready to proceed you would greatly appreciate an opportunity to speak with them about a service to suit their needs.” Or use similar wording for your situation.
This approach gives your prospect a way to “save face”. It gives them a way out of a tricky situation. They now know that you are not “expecting” anything from them, so they can relax and tell you what they will really be doing.
It also helps you to build trust with that prospect. By taking this approach you are demonstrating that you:
· Understand they may be in a difficult situation.
· Are interested in the longer term, not just an immediate sale.
· Are still on good terms with them, and not annoyed by the outcome.
RESULTS
By using this technique my clients have found that their "dead" lead comes back to life. One of the following usually occurs.
Either the contact person feels bad about not letting you know what has happened, so they return your call or email and tell you.
Or someone else from the company returns your message and says something like "So-and-so doesn't work here anymore, so I have forwarded your message on to the-new-guy who has taken over that role."
You win - no matter what happens. You now understand what you need to do next to keep the sale alive.
(c) 2005 Stuart Ayling. MySalesTutor.com
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