Prospects giving you the silent treatment lately? I know how you feel as we all get that sometimes. You draft the perfect email or rehearse your sales pitch for when you make the call and afterwards silence!!
You may even just be starting out in business and everyone is excited about the new idea. Then suddenly everything stops as apprehension and uncertainly sets in; now you consider if sales will match up to expectation. Even big companies’ experiences the “silent treatment” so do not think it is peculiar to your business alone.
There is a pressure free way to re-establish communication when your prospects give you the “cold shoulder”.
- So what can you do to bring negotiation back to the table?
- So what to do when you get the ‘silent treatment’ from a prospective client, after all everything was going on fine and the deal was almost in the bag then nothing?
Hanging on to Hope
We all get caught up in trying to make a sale because all our hopes and desires are caught up in getting that deal signed. Before you start barging your prospects with emails and phone calls, it is wise to find out what brought about the silence.
When we consider our products and services and how to make a sale, we play out the outcome in our minds and fail to see an alternative route. In an ideal world this should just happen but it is never so. If our prospect then fails to act according to our expectations, confusion and frustration sets in and we may even feel betrayed, after all you spent time and money trying to make that sale.
So What Can We Do to Reconnect with Silent Clients?
Well a good way to solve the mystery of the ‘silent treatment’ is to properly diagnose the problem. You may huff and puff right here and say “if someone is unwilling to get in touch, how would I know their thoughts”. Well, first things first; let go of the sale pressure in your communication with the unyielding client.
This scenario happened to me recently when I was chasing a prospective client. After much ado, I decided to ask “how can I help with your business” rather than the usual talk about my business offerings. Luckily he was quick to point out where he was struggling and I was able to offer my assistance and the sale was done!
So simply put – when you get the cold shoulder, don’t despair, try to find out an alternative route and rectify the problem.
Sales confidence is an important aspect of business and if your prospects are not responding to your sales tactics this can dent your confidence and seriously affect your business. You may blame yourself for a bad pitch, poor materials or ineffective emails strategies. The truth may be the prospective client just doesn’t need what you sell right now.
Gain Focus – if you know what your prospects want, you can focus on what to offer them. Research can help you accomplish this and let go of some of those prospects you have been targeting for a while. Letting go gives you time to go in search of prospects that are a better fit for your business. Now you will start working efficiently and spend less time with dead-end prospects.
Know the Truth – once you are able to identify your prospects ‘pain’ and ‘truth’, you let go of what I call “stress of the unknown”. You can let go of those open-ended conversations or emails that lead to nowhere. I should mention though that some prospects might need you in the future but so don’t burn all your bridges.
The more relaxed we are with our potential clients, the easier and more open they will be with you which helps you identify their needs.
Reconnect with ‘Silent Clients’
Get in touch, preferably call them and let them know there is no sales pressure behind your call. Ask them for feedback about your website, your products or services, your emails or newsletter. Let them know how much you value their feedback. Stress the important of their views being an essential part of your business growth to help you improve your services.
If you go about the silent treatment this way, you may be pleasantly surprised at your clients’ responses. You get a better perspective of their ‘why’ and you will stop being frustrated and increase your productivity.
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