Have you ever thought about why some deals stall even though the prospect expressed interest?
Here’s something you can do about it;
I send a brief email with the subject line “(Prospect’s Name, Here’s How You Could Get Started” You could even use “Proposed Next Steps” “Here’s What Happens Next” etc.
In the body of the email, I outline the first few steps as simply, and as briefly as I can.
Here’s an example I used recently with a prospect looking to hire a keynote speaker for their January Sales Kickoff Meeting.
Subject Line: Mark, Here’s How You Could Get Started.
Hi Mark,
Here’s what would happen next should you decide to move forward.
Once I get your approval, I will email the invoice for the deposit which would be due immediately to hold that date open.
Once payment is received (via credit card or check), I will create a preliminary outline and you will have it within 5 business days.
From there, we’ll set up a brief call to hear your feedback.
Once we have the agenda set, we’ll create a simple list of action items, and the dates that we’ll need to have everything completed.
To make things easier for you, I can coordinate most of this with Nancy, and together, we can get these things completed while you deal with all the other things on your plate.
There was a tiny bit more to the email that I’m not going to share here because it was very specific to the prospect and I don’t feel it would be appropriate, but;
I’ve not only made it simple for my prospect to get started, I’ve created the next steps so that he only has to jump on a quick call with me, after that, his assistant and I will take care of everything else.
Here’s a cool addition someone included when they offered me the “easy button”;
“I can assure you that the entire process requires very little work on your part, less than 1 hour, over an 8 to 12 week period”.
Spell it out like that and I’m asking;
“Where do I sign?”
Here’s the thing folks;
Because we do what we do every day, we think our prospects understand how easy and seamless implementation can be.
That’s why you need to let them know with a document like this, and;
Help them remove the things that might lead to stalling.
And hey, at the very least, you’re going to stand out when you send something like this;
Why?
Because nobody does it!
How To Sell The Undecided Prospect
“Between 40 percent and 60 percent of our deals end up stalled in no decision limbo” That’s a direct quote from the extensive research conducted by Matt Dixon and Ted McKenna, but;
What do you do when you find yourself in those situations where the prospect is continually stalling or worse yet;
They’ve “ghosted” you?
In the resource below we explore;
Why this happens
What you can do to reduce the probability of this happening
What you can do if you’re dealing with an “undecided prospect”.
And let’s not forget about how to handle that “ghosting” thing!
Here’s what you’ll take away from this training;
- 5 Prospecting Tactics That Reduce Indecision Later In The Sales Cycle
- The 5 Reasons Behind Indecision and 10 Things You Can Do About It
- 4 Things To Do Once You Set The Appointment That Will Create Urgency, Reduce No-Shows, and Set The Tone For A Smoother Sale
- The 5 Things To Ask Your Champion To Do
- The One Stakeholder That MUST Be Identified and Satisfied Even When They AREN’T The Lead
- How To Keep Your Deals Moving Forward and An Early Warning System To Identify The Moment When Your Deal Might Be In Trouble
- 3 Ways To Increase The Probability Of A Response If You’ve Been “Ghosted”
- A 10 Point Follow-Up Sequence Complete With Templates and Scripts And None Of That “Calling To Check In” Stuff
When?
Download it now. View it at your leisure.
What Do You Get?
(1) 75 Minute Pre-Recorded Training With 25+ Actionable Tips
Scripts, Templates, and A Complete Follow-Up Sequence To Keep Your Deals Moving Forward
How Much?
Feel free to steal it for $99
