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Getting Indecisive Prospects to Become Paying Clients
Posted by B2B on: 2005-12-20 18:55:07
Getting Indecisive Prospects to Become Paying Clients
Fabienne Fredrickson
Imagine you've worked hard to market your services;
you've attracted a prospective client, set up a "sales
conversation" and gone through the whole sales process. Great
job, but sometimes, no matter how hard we try, prospects don't
always sign up on the spot.
Sometimes, a prospect needs some time to make the
decision on whether or when they'd like to start working
with you. What I've noticed over the years is that when this
happens, most always, the sale never happens, probably because
life gets in the way and what's out of sight is out of mind.
Often, this means you've lost them for good. UNLESS you
use the proven method to get indecisive prospects to slide right
into your practice, instead of slipping through your fingers.
So I've come up with a fantastic remedy for this, which again,
helps me close the deal 97-98% of the times that I use it.
If they don't bite on the sales call, use what I call the
"bookend" method. Here's how it works:
When a prospect tells me they need to talk to their spouse or
needs some time to decide, or wants to ideally start in 2
months, I schedule a 5 minute "check-in" call with them
(next Tuesday at 3pm, for example) so that we can follow up with
each other without having to play phone tag or have to follow up
with one another.
The great thing about this technique is that it puts a time
limit in the prospect's mind as to when THEY would like to
make the decision, and obviously, you let them choose when
they'd like to have that 5 minute chat.
I essentially came up with this because I really dislike
following up in this situation. It makes me feel like I'm
chasing after them and I don't feel that this is Client
Attractive. So instead, we agree that they'll call me on set
date and 90% of the time they do, and out of those times, they
don't feel pressured, have had time to think about what we
talked about, and are ready to make a decision to move forward.
It's a great tool!
If for whatever reason they don't call during the time of
your 5 minute check-in appointment, you can then call them
or e-mail them asking if anything went wrong. This usually puts
the prospect into a mode where they feel obliged to get back
you, as they were the one who missed the appointment. Again,
this is much more Client Attractive and ends up saving you a lot
of time.
YOUR ASSIGNMENT:
If a client doesn't sign up on the spot, make sure to
bookend another date so you don't have to follow up on each
other for weeks. Use it as a "let's see where you are in your
decision making process then." It works like a charm.
Having trouble with actually getting the prospect INTO the
sales conversation in the first place? You're definitely not
the only one. The good news is, I've developed a way to close
the sale 97-98% of the time and I share the entire process in my
Client Attraction Home Study Systemв„ў. It'll help you fill your
practice quickly and consistently, Guaranteed. Here's where you
can get your own copy: href="http://www.theclientattractionsystem.com">www.TheClientAttr
actionSystem.com.
В© 2005 Fabienne Fredrickson
About the author:
Fabienne Fredrickson, The Client Attraction Expert, is founder
of the Client Attraction Systemв„ў, the proven step-by-step
program to help you attract more clients, in record time and
consistently. To sign up for her freebie how-to articles and
no-charge teleclasses on attracting more clients, visit href="http://www.clientattraction.com">www.ClientAttraction.coma>.
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