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November 30, 2016 at 11:30 PM
I have a sales strategy you may be overlooking. But first, tell me if you’ve ever experienced this:
You’ve connected with your new prospect. You believe you can bring real value to them. They seem to agree. But then … crickets. They keep putting you off. Or worse, they stop returning your emails or phone calls without a word of explanation. You don’t want to be a pest, but you wonder what went wrong. Why didn’t your prospect follow your recommendations?
Could it be that your prospect didn’t have a sense of urgency to act? And you didn’t help them?
A few possible scenarios:
- They didn’t fully see the problem or opportunity that was so obvious to you.
- Their inertia in the direction of not taking action is so huge that they’re stuck.
- They’re not the true decision maker or there are other decision makers you don’t know about.
- You didn’t help your prospect see the importance of acting now.
A strategy that takes brains and heart
People don’t act because they don’t feel compelled to act. There is no sense of urgency.
Creating that compelling reason for action — creating a sense of urgency on the part of your prospects — is not always an easy thing to do. It takes brains — the intelligence and savvy to learn about your prospects and apply your solutions.
And it takes heart — the courage to dig a little deeper and speak your mind in a way your prospects can take in (not feel like you’re being pushy).
Sometimes timing really is an issue. Sometimes you have to wait for the stars to align for your prospects to be ready to take advantage of your value. But moving people to action — now or later — does not happen by wishing and hoping.
