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Dear Prospect: Please Make Up Your (Bleep) Mind...Dear Prospect: Please Make Up Your (Bleep) Mind...

by RyanLester
8 replies
So i've been dealing with a few prospects recently and the experience has been less than pleasant to say the least.

Dealing with a client who cannot seem to make up his/her mind is one of the biggest headaches a web designer can deal with.

Yes, sometimes we want the deal so badly that we end up fighting with the prospect even before they have said yes.

I had a prospect who I went back and forth with for 30 days before he could decide if he liked the mock-up i prepared.

30 Days? Oh no! I just had to pull the plug on Mr. Prospect. It just wasnt worth it.

Anyone have similar experiences?
#bleep #dear #make #mind #minddear #prospect
  • Profile picture of the author Leanne King
    finishing a site tonight from a year ago ....while I was waiting for the client to *cough* make up their mind
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    • Profile picture of the author luckydeano
      Any time this happens to me I have found that they can't afford it or just indecisive. I really don't have the time for this shit anymore so I go the hard line and create some good old fashion scarcity.

      Just call them and ask the question. Are you ready to go ahead and purchase the site/service? (pause)

      Some say yes immediately, if they hum and haw.

      I say - The reason I ask is because I have had a call from a (same company and business as theirs, mention the same town and they really cringe!) Who are after site/service you have in place. I just remind them of all the time spent on their project and that the deal needs completing by the end of the month.

      I recap on all the benefits and whats in it for them.....

      Again "I just need a yes or no today as I need to complete this project by the end of the month"..

      This is where the truth actually comes out, yes i'll take it, I can't afford it, I am not ready etc..

      Push the button Yes - No - Move on either way.

      This happens on a couple every month, hope that helps a bit just my experience and what works for me.
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      It’s only those who "Think" that can see and feel a thing before it happens.....

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      • Profile picture of the author RimaNaj2011
        Well that's why you need to create a sense of urgency. I don't like saying that's a "sale" price. I don't really believe in sales. But like the above poster said, I'd tell them I'm talking with another business in the same industry in the same town so they need to let me know within a few days otherwise I won't be able to work for them.
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  • Profile picture of the author Jason Kanigan
    Commonly, the reason prospects have trouble making decisions is due to two things:

    1) poor qualifying on behalf of the salesperson

    and/or

    2) presenting/demonstrating the solution far too early in the process.

    Obviously the result of #1 is that you can be chasing someone who really doesn't need your product or service. Can you see how that would be a poor use of your time?

    #2 results in you giving a free education and acting as an unpaid consultant to the prospect. Then they don't need you anymore. So now that you've educated them up on what you do and how you do it, why should they pay your price? They stall for time, then disappear and hunt for what you offer at the lowest possible price.

    The presentation phase has been at the wrong end of the process. Don't present until your prospect is qualified. Then ask for a Yes or a No at the end of the presentation. No Think It Overs. Watch what happens and how you start spending your time.
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  • Profile picture of the author PanteraIM
    Deals that get stuck in the pipeline are a major pain in the ass I totally agree with you.

    What I do is have their deal/order sheet all filled in for them already with an X on the contract for them to sign.

    Then I say: 'John, we've spoken about this a lot already and this is either going to be a good idea for you to try or not. One way or another let's make a decision now, so I can stop taking up your time.'

    'If you would just authorize this and we can get your project started right away.'

    Then I slide the paper with pen on top towards the prospect, look him in the eyes and KEEP SILENT until he signs it or flatly refuses to go ahead.

    Either I find out if he's serious or not, either way I win.
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  • Profile picture of the author Colm Whelan
    Originally Posted by RyanLester View Post

    So i've been dealing with a few prospects recently and the experience has been less than pleasant to say the least.

    Dealing with a client who cannot seem to make up his/her mind is one of the biggest headaches a web designer can deal with.

    Yes, sometimes we want the deal so badly that we end up fighting with the prospect even before they have said yes.

    I had a prospect who I went back and forth with for 30 days before he could decide if he liked the mock-up i prepared.

    30 Days? Oh no! I just had to pull the plug on Mr. Prospect. It just wasnt worth it.

    Anyone have similar experiences?
    To paraphrase Jason - why are you doing mockups for prospects? You're doing work and they have no skin in the game. You only do mockups for clients! My prospects get my portfolio, testimonials and a quotation/estimate - then they either pony up or I move on. Or am I reading your post completely wrong?
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  • Profile picture of the author bizgrower
    Yes. Mock ups for clients, portfolio for prospects.

    Get more qualified prospects in your pipeline so you
    don't get hung up on one or two deals. Then the
    on the fence ones won't be such a head ache.

    Dan
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  • Profile picture of the author aduttonater
    I only deal with serious people or else my time is not worth it's value.
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