THE KAHLE WAY: HOW TO MOTIVATE A PROSPECT TO BECOME A CUSTOMER NOW
In a response to a reader’s questions, The Kahle Way’s Dave Kahle suggests reviewing your proposal to the prospect. Have you made this an urgent matter in the eyes of the prospect? Most likely, you haven’t, so how can you do this?
The Kahle Way Excerpt:
Question: In a situation where I have made contact with the decision maker, I have provided samples and prices but it needs to go to the prospects’ quality control department. Assuming that I have not been able to pre-schedule an in-person appointment or specific call back date for results, I end up wasting a tremendous amount of time to get one of three answers:
a. No thanks.
b. QC still not done.
c. Yes, I’d like to plan an order.
I repeatedly call back and leave voice mail requests for an answer with no response. Any ideas of how I can be more effective in this scenario? Many sales people simply keep returning physically to the customer to try to get an answer, but I don’t think this is any more effective than phone calls.
Answer: Let’s look at the situation from the customer’s point of view. He probably has more important things to do than test your product. Your project has become a low-on-the–to-do-list item. He’ll get to it when he gets to it.
Why isn’t it any big deal to him?