I’m jumping on the line with my mastermind clients today to talk SALES but I wanted to share one of my hot tips with you, too.
This is one that I hear ALLLLLL the time and it’s WAY easier to deal with than you realize.
Have you ever been on the phone with a potential client, and after you’ve given your pitch and shared your services they tell you they, “need to think about it”?
Yeah I’m SURE that if you’ve spoken to even a few potential clients you’ve heard that one before.
So here’s my question… do you actually know how to respond to that? Or have you found yourself saying something more like, “No worries, yeah it’s a big decision, just let me know.” Or worse, do you completely freeze up and say nothing?
Most people I talk to don’t know how to respond, so I want to make it reallllllllly easy for you. Here’s what you do (save this, yo, like on a post it note stuck to your laptop….)
All you need to say is, “Okay (their name). May I ask what you need to think about?”
And BOOM. They will reveal their true fear (in sales speak we call this an objection) and then you have the opportunity to help them handle it!
Often when people say they need to think about it, it’s going to be about money. They need to sit long and hard (this is what they think) about whether or not they can afford your services.
Here’s why letting them off the phone doesn’t work…..
They will go think about it and decide they can’t afford you. (I’m not saying this happens 100% of the time, but it happens A LOT).
They will fall off the radar, never to be seen or heard from again.
Now on the other hand, when you get to hear from this person what is going on, you actually have the opportunity to just talk about it!
But you’ll never know what they need to think about unless you ask. And then once they tell you, it’s up to you to sincerely do your best to help them solve whatever problem is coming up for them. Be genuinely coming from a place of wanting to serve them and you massively increase your chances of getting a yes.
I know this may sound stupidly simple, but I want you to try it out the next time you speak to a potential client, and please shoot me a note and let me know how it goes, m’kay?
Sending you lots of love from Bali!!!!