Offline Marketers - Use This Marketing Strategy When Someone Is On The Fence

44 replies
I recently exchanged some emails with a gentleman who bought my "Offline Blueprint Course". I sent him and email to follow up with him and see what kind of progress he was making.

He replied and told me about this one potential customer he met with.

Here are some some snippets of his email...

I did/do "almost" have one client. I emailed this electrical contractor several weeks ago about his site (his site sucks!), and he actually called me back like last week all interested.

I met with him last Fri., went over details, hashed out prices and stuff, and he said "That's great! Just let me talk it over with my wife first!"

I said "Great! Okay- I'll call you on Monday!" He said "That sounds great".

Well, it's Friday and he hasn't gotten back with me. I left a message for him on Monday when I couldn't get ahold of him and I'm gonna leave a message again for him today. It'd be nice to know whether he actually wants my services or not instead of just leaving me hanging
Here is a little tip for anyone that comes across the "let me talk it over with my wife" line. You'll most likely never hear from the person again. It's their way of saying no without saying no.

He didn't "talk to his wife". Heck, she doesn't have to talk to him when she is out shopping.

I also suggested he stopped calling him as it may come across as desperate. If someone senses they are your next mortgage payment, they aren't going to buy. After all, if you are as good as you claim, you wouldn't be calling and calling trying to land the deal. People would be calling YOU.

I suggested that next time simply call once and leave a message saying something along the lines of...

"I just wanted to follow up with you and to let you know that I only work with 5 local businesses per month and as of right now 3 of those spots are filled. So, if you want to get [list benefits again], please get in touch soon before the last 2 spots are gone."

Basically, just lighting a fire under their a$$. It's scarcity. Some people procrastinate. Even when they can make money. They still mess around and don't take action. So sometimes they need a gentle push in the right direction.

Scarcity. Use it. It's one of the best marketing "tactics" out there.
#fence #marketers #marketing #offline #strategy
  • Profile picture of the author tomsmart80
    How to master the art of selling by Tom Hopkins
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  • Profile picture of the author freudianslip27
    Excellent point,

    I've found that the clients I had to "chase" after (and believe me, when I knew I was leaving my regular job I worked as hard as I could to get every possible lead) ended up not being the best clients.

    They were more likely to leave, didn't really "get" the value of my services, thought too hard about spending money, etc.

    The people that jumped up and down and said, wow your services look awesome, are the only type of people I am targeting from now on. Too many headaches!

    I think your suggestion does a great job of establishing value in what you are doing, and will help get you some on the fence, and weed out the ones you don't want.

    Matt
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    • Profile picture of the author Vagabond 007
      Originally Posted by freudianslip27 View Post

      Excellent point,

      I've found that the clients I had to "chase" after (and believe me, when I knew I was leaving my regular job I worked as hard as I could to get every possible lead) ended up not being the best clients.

      They were more likely to leave, didn't really "get" the value of my services, thought too hard about spending money, etc.
      That's it in a nutshell, pursue vs. being pursued.

      Years ago, before I ever knew a darn thing about marketing, I pursued and pursued and pursued. And I did nothing but struggle.

      Then I discovered Dan Kennedy.

      And as they say, the rest is history.
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      • Profile picture of the author JohnPark
        Thanks for sharing that with us. Good tips to remember. Most people with money are the hardest to try to pry it loose from. I learned this when I had my glass and storm shutter business. I give people a fair price and they still try to beat you down. I just walk away from them and they usually call me to do the job.
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  • Profile picture of the author thunderbird
    If meetings with a business owner entail many interruptions from such things as the business owner answering cell phone calls, their friends or relatives dropping in, customers needing assistance, then they do have time to talk, they try to negotiate down to lots of work for you with little in return...my suggestion is walk away and don't look back.
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  • Profile picture of the author Always-A-Warrior
    sounds like a signature promo to me ... lol
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    • Profile picture of the author Vagabond 007
      Originally Posted by JohnPark View Post

      I just walk away from them and they usually call me to do the job.
      That's the funny thing. It's like the less you care the more they do.

      Originally Posted by Always-A-Warrior View Post

      sounds like a signature promo to me ... lol
      You'd be right...IF I didn't add any value.
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      • Profile picture of the author AndrewCavanagh
        Most of these problems arise for 3 reasons:

        # 1: You haven't established enough rapport and trust with your prospect. Basically he doesn't believe what you're telling him or he doesn't believe you can deliver what you say.

        # 2: You haven't suggested a genuinely customized, personalized solution for the business owner. So he's thinking "I wonder if I can get this done by someone else at a cheaper price.?" Or worse still "I wonder if I really need this?"

        You solve these first two problems by spending a lot of time asking the business owner questions and LISTENING.


        # 3: You haven't established the dollar value of your service effectively. This is the biggest reason business owners hesitate in writing you a check.

        If you've gone through the process of estimating how much your service will be worth to a business owner in extra sales and profits your fee is no longer an expense.

        For them it's like buying money at a discount because they can see, for example, they pay you $1,500 and they get back $5,000 in profits.

        Going through the process of getting them to estimate their potential profits is a HUGE motivator to a business owner.


        Your posture is important too as you mention. You don't want it to look like you're chasing a business owner. You want it to look like they have to chase you to hire you.

        There are hundreds of subtle ways you do that.

        In the case mentioned above there's a key principle...never leave an appointment without having an exact time and place for the next appointment booked.

        Kindest regards,
        Andrew Cavanagh
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      • Profile picture of the author Always-A-Warrior
        Originally Posted by Vagabond 007 View Post


        You'd be right...IF I didn't add any value.
        I'm just kidding bro. You've got me listening. In fact my main focus from now on will be the local market as before I was trying to tame the world. lol

        I just watched it on tv news about locals are buying locally to keep local economy afloat which makes great sense. With credit card fraud and id theft online, buyers are going offline to buy and using online to review products and prices.
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        • Profile picture of the author Vagabond 007
          Originally Posted by Always-A-Warrior View Post

          I'm just kidding bro.
          Cheers.

          Originally Posted by Always-A-Warrior View Post

          You've got me listening. In fact my main focus from now on will be the local market as before I was trying to tame the world. lol

          I just watched it on tv news about locals are buying locally to keep local economy afloat which makes great sense. With credit card fraud and id theft online, buyers are going offline to buy and using online to review products and prices.
          When I was doing research, I came across this stat which backs what you are saying...

          For every one dollar U.S. consumers spend online, another five or six are going to offline purchases that are influenced by online research.
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  • Profile picture of the author Kelsey A. Helm
    Ha ha , that has happened to me so many times. . .starting to become a pro at turning nos into yeses
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  • Profile picture of the author paulie888
    Thanks for sharing, I guess that is one principle that applies offline and online, as we're dealing with human nature after all. One thing we humans are GREAT at is procrastination, and one of my tactics for getting things done is to see and analyze how much people are procrastinating, and then reminding myself that I'll be in the same boat as these people if I don't get up and take some action NOW!
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  • Profile picture of the author Vagabond 007
    Andrew, great points! Thanks for your post.

    crecemedia - Haha, it is in some cases. I've had that talk with people before. A lot of similarities.

    pauliee888 - Yes, it definitely can be used for online as well. Scarcity is a great "tactic" (not sure if that is the best word) to use. It's built into humans...we are all going to die one day.
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    • Profile picture of the author Nightengale
      Yes, scarcity is important. There's nothing shady about it and can be very effective. Just be very honest and transparent in your business.

      Fortunately, this is easy to do when working with offline clients. You really only CAN work with a limited number of clients. Let's say five each month. Let them know that. Let them know "Unfortunately, my time is limited. I give each client hands-on personal attention and I can only accept five new clients each month. I don't want to dilute that by taking on more clients. Whether you choose one our A, B or C packages, you can call me or e-mail me personally any time to answer your questions. And your site/campaign will be customized specifically for YOUR business."

      This lets them know that they'll be receiving hands-on, personal attention from you, but that your time is limited.

      You can also add a special bonus for signing up by say, the 10th, of the month. But they can only get the special bonus IF they order by the deadline (whether or not you've filled up your five slots for that month). Now you've added a special gift (bonus) a deadline and urgency to your offer.

      Important note: I would recommend adding at least two different offers (A/B) or even three offers (A/B/C). That way your closing question becomes "Which would you prefer: Package A or Package B?" (Otherwise, your question becomes: Would you like to sign up with me today?" Client: "No." or worse yet: "Let me think about it.")

      These techniques are all taught by Dan Kennedy and I'd rather put them into my presentation than leave them out. Makes it at least a little harder for the prospect to reject you and a little easier for you to take when they do. (At least you have something else to say when they do.)

      HTH!

      Michelle
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      • Profile picture of the author Vagabond 007
        Originally Posted by Nightengale View Post

        Yes, scarcity is important. There's nothing shady about it and can be very effective. Just be very honest and transparent in your business.

        Fortunately, this is easy to do when working with offline clients. You really only CAN work with a limited number of clients. Let's say five each month. Let them know that. Let them know "Unfortunately, my time is limited. I give each client hands-on personal attention and I can only accept five new clients each month. I don't want to dilute that by taking on more clients. Whether you choose one our A, B or C packages, you can call me or e-mail me personally any time to answer your questions. And your site/campaign will be customized specifically for YOUR business."

        Important note: I would recommend adding at least two different offers (A/B) or even three offers (A/B/C). That way your closing question becomes "Which would you prefer: Package A or Package B?" (Otherwise, your question becomes: Would you like to sign up with me today?" Client: "No." or worse yet: "Let me think about it.")

        HTH!
        Michelle
        Great post Michelle!! I can tell you are a Kennedy student.

        I should have added about the scarcity, YES always be honest. Don't come up with some bs scarcity tactic just to "try" and get them to sign. But it is easy to come up with a legitimate reason why.

        Time is the easiest one that comes to mind. You only have so many hours a day that you can work.

        And great point on offering packages. Another very useful tip. As you said, it becomes a "which would you prefer" instead of "yes or no".
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        • Profile picture of the author Nightengale
          Originally Posted by Vagabond 007 View Post

          I can tell you are a Kennedy student.
          Really? How could you tell???

          Oh that's right: I told you. (Cheat!)

          Seriously though, good luck!

          Michelle
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          • Profile picture of the author The Brian
            It's a good tactic to use... as long as it's true. A lot of local business owners know each other, or are only 1 or 2 connections away from someone that does. If you're claiming to only work with 5 businesses a month, and someone finds out that you're working with more than that, it'll backfire on you so fast it'll make your head spin and you'll have an awfully harder time finding business in that town.
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            • Profile picture of the author Nightengale
              Brian,

              You're absolutely right. It's extremely important to be scrupulously honest in all your business dealings. However, I explicitly stated that you should be honest when using this method. The example I gave was just that: an example. I never told anyone to be dishonest (nor did I imply it).

              Just wanted to clarify that. Carry on!

              Michelle
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            • Profile picture of the author Loren Woirhaye
              I've seldom used scarcity in a selling conversation in selling
              my services but I do take a position and demonstrate
              the superiority on my knowledge when making a written
              proposal for the work.

              Of course I only go ahead with the proposal if I've determined
              the prospect is both able to spend some money and understands
              what he stands to lose if he doesn't have more effective
              marketing.

              Word to the wise: deal with business people who "get it" -
              meaning what marketing is - which is only some of them.

              I never spin lies in closing a sale. I am completely forthright
              because without honesty in the selling process I feel there
              can be no harmony ("Think and Grow Rich") in the relationship
              with the client. Lies are bad karma, to my way of thinking.

              One close that I've found effective, and I never actually
              say it, but always use it in email communications while the
              client is going back-and-forth with me, maybe hemming
              on whether to hire me or go with somebody cheaper
              or something is this phrase:

              "I have people I need to look after"

              ...which totally humanizes what I'm doing. I'm not a guy
              taking their money and going to a party, I'm a guy with
              a family who knows the value of a dollar. It demolishes
              many objections to the scope of the work and the price -
              but it is NOT a license to rip somebody off and charge
              then four grand for a $500 site. You only get what you
              are worth - meaning the client has to totally believe they
              will earn back what they invest with you.

              If the client starts to think you are another SEO or web-design
              hack looking for a "score" you lose.

              Anyway, chances are if clients aren't coming back to
              you, they are thinking more like consumers than business
              people and selecting the option of not doing anything at
              all about their problem.

              That's why, in selling B2B services, it's preferable to work
              with clients who think more like entrepreneurs than those
              who think like tradesmen - because an independent tradesman
              is likely to think of his business as a JOB where he gets to
              be his own boss, not an asset to be developed through
              ongoing investment and leverage.
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              • Profile picture of the author mello
                That's why, in selling B2B services, it's preferable to work
                with clients who think more like entrepreneurs than those
                who think like tradesmen - because an independent tradesman
                is likely to think of his business as a JOB where he gets to
                be his own boss, not an asset to be developed through
                ongoing investment and leverage.
                SOoo true, Loren!!
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  • Profile picture of the author thunderbird
    Everybody is different. For me it is much easier to interact with people on a friendly basis. I definitely know salesy type guys & gals who are unapologetically sales-like, and manage to do very well at it. As a casual kind of person, the salesman (or woman) vibe often rubs me the wrong way, and so personally projecting that would be forced, mannered at best. However, individuals who like to churn out a rehearsed spiel over and over again (like a high functioning autistic person), getting results by playing the numbers game, would probably have a hard time pulling off my style.
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  • Profile picture of the author Marcus Paul
    I found in my early days of my offline business I had to build a couple of websites AND set them up the way I wanted to sell them so I could show my prospects EXACTLY what they would be getting. It made things a hundred times easier.

    1 - It shows you can do it.
    2 - They see something tangible instead of abstract web-speak.
    3 - The visuals say a thousand words in a few minutes.

    Try it. If you are going after plumbing contractors, make a local plumbing business website and get it ranked.
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    • Profile picture of the author TimCastleman
      How you come in the door depends on if you leave with a check or not. If they call you in it is much better than walking in uninvited.

      You can use the scarcity angle and that works and is fine. But I enjoy the whole positioning thing better than scarcity. Make them come to you, you be the expert, and be in demand.

      Good luck and Happy Thanksgiving.
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      • Profile picture of the author Vagabond 007
        Originally Posted by TimCastleman View Post

        How you come in the door depends on if you leave with a check or not. If they call you in it is much better than walking in uninvited.

        You can use the scarcity angle and that works and is fine. But I enjoy the whole positioning thing better than scarcity. Make them come to you, you be the expert, and be in demand.

        Good luck and Happy Thanksgiving.
        I agree. Like I mentioned in an earlier post, pursue vs. being pursued. But that's a whole other thread.

        Ideally, you never even want to get to a point where someone has to "talk to his wife" or even think about it. But in this persons case, it was too late. So I was just advising him what to do now.

        But yes, overall, you want to be seen as the expert.
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    • Profile picture of the author The Brian
      Originally Posted by Marcus Paul View Post

      I found in my early days of my offline business I had to build a couple of websites AND set them up the way I wanted to sell them so I could show my prospects EXACTLY what they would be getting. It made things a hundred times easier.

      1 - It shows you can do it.
      2 - They see something tangible instead of abstract web-speak.
      3 - The visuals say a thousand words in a few minutes.

      Try it. If you are going after plumbing contractors, make a local plumbing business website and get it ranked.
      Great advice. I know that some people preach that you don't need to have your own website when you approach local businesses, but it does so much for your credibility when you can show them how you use what your selling, with your own business.
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    • Profile picture of the author Nightengale
      This is excellent advice. Warriors are a special breed. We have a lot of technical knowledge we take for granted and don't realize that most of it means nothing to the average John Q. Public. To the average Joe, it IS very abstract and means nothing to him.

      So having something tangible to actually show your prospect can go a long way.

      Great advice!

      Michelle


      Originally Posted by Marcus Paul View Post

      I found in my early days of my offline business I had to build a couple of websites AND set them up the way I wanted to sell them so I could show my prospects EXACTLY what they would be getting. It made things a hundred times easier.

      1 - It shows you can do it.
      2 - They see something tangible instead of abstract web-speak.
      3 - The visuals say a thousand words in a few minutes.

      Try it. If you are going after plumbing contractors, make a local plumbing business website and get it ranked.
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      • Profile picture of the author Vagabond 007
        Originally Posted by Nightengale View Post

        This is excellent advice. Warriors are a special breed. We have a lot of technical knowledge we take for granted and don't realize that most of it means nothing to the average John Q. Public. To the average Joe, it IS very abstract and means nothing to him.

        So having something tangible to actually show your prospect can go a long way.

        Great advice!

        Michelle
        I agree. Great advice.

        I remember talking to a friend of mine about SEO. He is a mortgage broker. I was telling him about a site I built and what I did to get it on page 1. He looked like a deer caught in headlights. :p
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  • Profile picture of the author csgcsg
    Thanks for the reminder tip; I do lots of work offline and I do tell my clients as a professional, I only will handle 3 customers from the same niche in the same location and right now, I have 2 more slots available and I am talking to the potential 10 competitors.

    If they are my second customer, I will show what I did for their competitor eg:ranked in 1st page, local directories submission and article writing to show how good they are. Being among top 3 in Google for local searches is better than being none at all especially when they have a website they are wasting money and bandwith on.
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  • Profile picture of the author chrisnegro
    One "consulting close" I use is as follows:

    "Wanted to get you a quick call to let you know I got another business that wants to buy my time for a couple of hours and the only unconfirmed slot I have is yours from 4-6 tomorrow.

    But before I told him yes....I told him I had to give you a call to see where you were at. SO ARE YOU IN...OR ARE YOU OUT? The next slot I have open is in 2 weeks as I have client projects I'm working on next week . But it sounds like you were motivated and ready to start getting things rolling. So where are we at?"


    P.S. You can tweek this close to the service that your offering. It doesn't need to be a consulting gig.
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    • Profile picture of the author Vagabond 007
      Originally Posted by chrisnegro View Post

      One "consulting close" I use is as follows:

      "Wanted to get you a quick call to let you know I got another business that wants to buy my time for a couple of hours and the only unconfirmed slot I have is yours from 4-6 tomorrow.

      But before I told him yes....I told him I had to give you a call to see where you were at. SO ARE YOU IN...OR ARE YOU OUT? The next slot I have open is in 2 weeks as I have client projects I'm working on next week . But it sounds like you were motivated and ready to start getting things rolling. So where are we at?"


      P.S. You can tweek this close to the service that your offering. It doesn't need to be a consulting gig.
      Nice. I like that.

      Others may argue it's too "slick" or that you are just using it as a gimmick. But sometimes people just need that extra nudge in the right direction. As long as you deliver on your what you said you would do and BENEFIT the business owner (make them more money than they pay you), then I don't see the harm.

      Thanks for sharing.
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  • Profile picture of the author thunderbird
    Most of the time, I just mosey along in -- in such attire as an odd green hat and coveralls like I am auditioning for the Beverly Hillbillies or something ("dressed for un-success") -- chit chat, and get them talking and selling to themselves before they know it.

    Business owners are usually experts in whatever product or service they're providing, and know their target market and what would appeal to them. So, the main thing is to suggest new online avenues of connecting with their existing customers and their target market in general, and letting them do most of the talking. It may not happen right away, so I excuse myself and say I have an urgent meeting to attend (like maybe sit by the sea and watch sailboats).

    The idea will percolate in their minds. Some time later in the week, or next, I might stroll in and sometimes they've really worked themselves into a frenzy and it is just a matter of signing an agreement and getting the check. I've had one entrepreneur who had a juice bar, who quit that enterprise, then got back to me months later to help promote a health spa.
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    • Profile picture of the author T.R. McCarroll
      .. keep him on your warm list .. send him tidbits of info that will help him .. maybe some examples of other clients making this internet marketing thing work for them ... preferred way would be a regular email follow up but in lieu of that send him snail mail postcard ...

      Thom
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  • Profile picture of the author mandylee216
    Well, these tactics are good as long as it won't do any harm to any business. Just make them realize that they need your service, and you'll be doing them a favor and not the other way around.
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    • Profile picture of the author Vagabond 007
      Originally Posted by mandylee216 View Post

      Well, these tactics are good as long as it won't do any harm to any business. Just make them realize that they need your service, and you'll be doing them a favor and not the other way around.
      Ripping a business owner off just for my benefit would NEVER even cross my mind.

      I thought it went without saying, but maybe not. NEVER EVER rip off a local business owner (or anyone). Your only job is to deliver on what you said you would do and make them more money than you charge them.

      The whole idea is for them to write small checks and cash larger ones.
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    • Profile picture of the author thunderbird
      Originally Posted by mandylee216 View Post

      Well, these tactics are good as long as it won't do any harm to any business. Just make them realize that they need your service, and you'll be doing them a favor and not the other way around.

      Business owners are often approached by marketers making grandiose promises -- setting up a booth in this trade fair will do this, getting in this coupon booklet will do that, putting up elevator ads will yadda yadda yadda. Many are numbed to it, and most have bought into this or that, the main result being an emptier wallet and yet more debt to the banks and creditors. So, what to do? There are lots of ways to win trust, but most involve actually producing tangible results ($$$).
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  • Profile picture of the author Phil Spinelli
    He didn't "talk to his wife". Heck, she doesn't have to talk to him when she is out shopping.
    Not always true.
    Does the wife have anything to do with the business. I know business men who work with their wife in the business and they always check with the wife first before making a business decision.
    They would be "in the dog house" if they didn't.

    I also suggested he stopped calling him as it may come across as desperate
    Some of the sales people I know, will call you till you die.
    Or you tell them to go to hell (and sometimes that won't even stop them).
    They don't care about looking desperate.

    If you really think that person it a good prospect, it could pay to get in touch and find out what went wrong, what the unanswered objections were, etc.
    It may get you talking again, or even help the next time out.
    Feed-back is the breakfast of champions.
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    • Profile picture of the author Vagabond 007
      Originally Posted by Phil Spinelli View Post

      Not always true.
      Does the wife have anything to do with the business. I know business men who work with their wife in the business and they always check with the wife first before making a business decision.
      They would be "in the dog house" if they didn't.
      Yes, you are right. It's not ALWAYS the case. But more often than not, it's a polite way of saying no.


      Some of the sales people I know, will call you till you die.
      Or you tell them to go to hell (and sometimes that won't even stop them).
      They don't care about looking desperate.
      "Until they die or buy".

      But I for one won't chase people until they either "die or bye". I'm only on this rock for a short period of time. So I'd rather not spend it "hoping" someone will finally decided to use me after my 246th phone call to them.

      It's funny, I've read countless books on sales and marketing. I've listened to countless hours of audio on sales and marketing. But I've come to a point in my life where I present my offer to someone in the best way possible so they understand me. Lay out the benefits THEY will get. And then give them the choice.

      If they don't buy, that's ok. Next.

      Before anyone wants to blow that out of context. I'm not saying I won't use a little persuasion if need be. Because I will. But for the most part, I have a laid back, carefree attitude.

      The irony of it all, I sell more this way.

      If you really think that person it a good prospect, it could pay to get in touch and find out what went wrong, what the unanswered objections were, etc.
      It may get you talking again, or even help the next time out.
      Feed-back is the breakfast of champions.
      Absolutely. Feedback is crucial.
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      The Ultimate Sales & Marketing Mind Map (Just updated - now twice as big!) - scott_krech - "Quite possibly one of the BEST WSO's ever."

      www.UltimateMindMap.com


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      • Profile picture of the author TJ Kazunga
        Personally, I don't like the specific "only 5 clients a month" scarcity angle - it doesn't seem a very credible reason for one one business owner to give another.

        The approach that I use that is similar is to say that I only work with one type of local business. I'm speaking to you now but I'll also be/have been in touch with [list 5-10 competitors] and it's first come first served etc etc".

        For me that works and obviously I really only work with one type of business!

        Some great responses to the OP.
        Cheers
        TJ
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        • Profile picture of the author The Brian
          Originally Posted by TJ Kazunga View Post

          Personally, I don't like the specific "only 5 clients a month" scarcity angle - it doesn't seem a very credible reason for one one business owner to give another.

          The approach that I use that is similar is to say that I only work with one type of local business. I'm speaking to you now but I'll also be/have been in touch with [list 5-10 competitors] and it's first come first served etc etc".

          For me that works and obviously I really only work with one type of business!

          Some great responses to the OP.
          Cheers
          TJ
          This is a much better angle, in my opinion. The fear of their competition beating them is much more powerful than scarcity, in my experience.
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          • Profile picture of the author chrisnegro
            Originally Posted by The Brian View Post

            This is a much better angle, in my opinion. The fear of their competition beating them is much more powerful than scarcity, in my experience.
            We got a winner here Brian....very true....and very powerful. In fact...I just sent a letter out today that told the business owner (in whom I have a $50,000 deal on the table right now) that I have every legal and moral right to go to their competition should I so desire....because they are not my client.

            P.S. I should do a WSO on this letter ALONE !

            Success,

            Chris Negro
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          • Profile picture of the author Vagabond 007
            Originally Posted by The Brian View Post

            This is a much better angle, in my opinion. The fear of their competition beating them is much more powerful than scarcity, in my experience.
            Or you could just use both.

            I think some of you are just looking for any tiny caveat. I merely posted this as a starting point.

            I could create an entire course on dealing with customers. But that is not the point of this thread.

            I'm not claiming that my original post is the end all to be all of "marketing tricks" to get the sale. Just something that others, who perhaps may not be advanced in their dealings with clients, can stick into their toolbox.

            What I said does not need to be used verbatim. In fact, I actually suggest adding your own touch to it. It's just a foundation.

            Read it. Add to it. Make it your own.
            Signature
            The Ultimate Sales & Marketing Mind Map (Just updated - now twice as big!) - scott_krech - "Quite possibly one of the BEST WSO's ever."

            www.UltimateMindMap.com


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  • Profile picture of the author artwebster
    Off line sales are done the same way they have always been done

    1 - prospect
    2 - approach
    3 - fact find
    4 - identify problem
    5 - create desire for solution
    6 - close the deal

    'I have to talk to my wife' tells you that you failed miserably at points 5 and 6 and need to reprise. Even asking 'and what is it you want to talk to your wife about?' can get you back on track.
    Signature

    You might not like what I say - but I believe it.
    Build it, make money, then build some more
    Some old school smarts would help - and here's to Rob Toth for his help. Bloody good stuff, even the freebies!

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  • Profile picture of the author tjtherese
    Customers are tired and worn out from scarcity tactics. I'm sure you weren't making the suggestion in the "literal sense" and letting people know you're 'busy' is important... however, I have to agree with the comment about establishing value and asking the client questions. If you do not engage them in a needs analysis, you have no idea what solution you're providing them. Without knowing their situation, you cannot sell to their specific pain. QUESTION QUESTION QUESTION.. then sell your product's solution to their biggest pain! SIMPLE Sales 101--
    As for calling back-- I have to agree... let them come to you. Isn't this the age of inbound marketing anyway???

    HAPPY SELLING EVERYONE!
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