We seem to be programmed to instantly be skeptical of salesmen, almost involuntarily telling them “no” when approached with an idea. We’ve all done it. Think of walking into a retail store and being approached by an employee asking, “Can I help you find anything?” Chances are you replied, “No thanks, I’m just looking.” Why is that? We all know we could use some help finding whatever it is we’re looking for whether it’s a shirt size or a new marketing strategy. Sales are the driving force of any company. I’ve put together some key points to turn those skeptical leads into clients.
- Listen, don’t pitch – Listening to what a customer needs is key. Knowing their needs and desired outcomes is the starting point for a promising business relationship. Put yourself in their situation to try to see the issue from their perspective. Make conversation, not pitches. This way they feel understood, not sold.
- Ask the tough questions- This part isn’t fun for anyone. It’s like enjoying a meal at a restaurant and then getting the check. Take your time getting to this point, only when you feel that you’ve gained the trust of the client can you ask the questions of budget, timing, or what results they find realistic. Offering different options for each of these keeps them comfortable.
- When in doubt, take a break- Sometimes the conversation can become a little heated, the negotiations can get tense. When it comes to this point it is better to suggest taking a five minute break to breath and gather your thoughts. There is nothing wrong with being upfront and honest. If you feel that being frank about the situation isn’t the best idea simply excuse yourself to the restroom. Even just a minute or two can help you and your clients keep a cool head.
- Be persistent- Some clients need more to win them over than others. This is where it can become difficult to find the line between reminding them how you can help them and being too pushy. Some clients may take long amounts of time to respond to emails, call, etc. Don’t give up, leave them reminders that you’re there and what you have to offer.
- Know what you have to offer – Never bad mouth the competition, but always know what you have to offer and how it will benefit them more greatly. Ask them what’s most important to them whether it’s price, customer service, quality, etc. and let them know how you can deliver.
At the end of the day you can’t win them all, but we’d sure love to try. Remember it’s not making a sale, it’s creating a solution. I hope this article provides you with some helpful tips and will help you get skeptical leads to say “yes.” Having trouble generating leads? We can help. Curious how? Feel free to contact us and ask any questions you may have.