Something that crops up.. alot

6 replies
Hello,


Something I notice that crops up a lot, and to be honest I am always at a loss how to deal with it:


I was doing my follow ups today and simply asked 'have you looked at the Catalogue?'


Which the client replied 'we have but not had a chance to decide on an order, but WE **emphasise WE** will contact you if you wish to place an order',


I was going to arrange I could discuss after Easter hols, she seemed to grow defensive. Since I actually sat down and met her.


Eventually I will have more products to put in front of her (or email her), is this client lost to me?


OR should I leave her alone on this specific product and only go back to her if there is an offer or new product and try and send an email that is saying just that, no waffle. Again will leave it a couple of weeks, but I occasionally get this stance like they are pissed off. I know it is Easter holidays for kids so I am putting it down to this.


Any views, how would you handle this, would you contact in a couple of weeks?


Best wishes,

Stuart
#alot #crops
  • Profile picture of the author Jason Kanigan
    The feedback should give you the indication that "Have you looked at the catalogue?" is not an effective question.

    Ask a different question.
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  • Profile picture of the author StumnUK
    What about after they answer and I say 'Hello its Stuart who met you last ***' then as soon as I get a response, simply 'what do you think?'. Allowing them to throw an objection or general feeling at me.
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  • Profile picture of the author StumnUK
    Thank you I will take a look.
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  • Profile picture of the author Joe Stewart
    Originally Posted by StumnUK View Post

    Hello,


    Something I notice that crops up a lot, and to be honest I am always at a loss how to deal with it:


    I was doing my follow ups today and simply asked 'have you looked at the Catalogue?'


    Which the client replied 'we have but not had a chance to decide on an order, but WE **emphasise WE** will contact you if you wish to place an order',


    I was going to arrange I could discuss after Easter hols, she seemed to grow defensive. Since I actually sat down and met her.


    Eventually I will have more products to put in front of her (or email her), is this client lost to me?


    OR should I leave her alone on this specific product and only go back to her if there is an offer or new product and try and send an email that is saying just that, no waffle. Again will leave it a couple of weeks, but I occasionally get this stance like they are pissed off. I know it is Easter holidays for kids so I am putting it down to this.


    Any views, how would you handle this, would you contact in a couple of weeks?


    Best wishes,

    Stuart

    First of all, I never, ever send catalogs to anyone anymore that hasn't already bought from me. It's a waste of time until you've established a business relationship, and you haven't done that until you've already sold them something.

    What I'd say is "I understand that you're busy. So am I." (you just turned it into a level playing field because you're busy too, right?)

    "The reason I'm calling is because I have a limited quantity of items that are directly related to your business and I know they won't be here if I waited for you to call me. If you can spare me just 2-3 minutes I promise to be brief and out of your way. Fair enough?"

    They'll almost always let you tell them. If they don't, simply move on to the next person.

    Also, you may get the "can't you just send me an email?" response. My answer to that is "no, I'm sorry. As I said, this is limited and by the time you get back to me it'll be long over. Once again, if you can spare me just 2-3 minutes I promise to be brief and out of your way. Fair enough?"

    At that point, they may say they're not interested. No problem, simply move on to the next person. Not everyone is meant to be your customer. If they're this difficult now you can almost bet they'll be this way every time you contact them.

    On the other hand, if you offer them something that's of incredible value at a great price, and you KNOW that it's something they use, they'd be stupid not to buy it. I've found that many people will let their guard down once they realize that your product or service really is valuable.

    Always have a GOOD reason to call. A great reason is even better, but always have a reason that offers them VALUE. "Have you looked at the catalog" offers no value.

    I wouldn't even bother her for awhile. Move on and find some new customers, then call back WITH A GOOD REASON in 3-4 months. If she acts the same way I'd thank her for her time and never call again. Good riddance!!!

    Now go sell something to someone who WANTS to hear from you! Trust me, they're out there. Just roll up your sleeves and get to work, be nice and play the numbers, but take no crap.

    HTH
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  • Profile picture of the author timpears
    Why don't you try finding out what they need, rather than what you have to sell them? Who gives a crap what you want to sell. They are interested in their problems. Find out what their problems are in marketing? What do they want to accomplish? Then put together something that will fill those needs. Much easier to sell someone what they need than what you have to sell. If you don't do what they want done, then find someone who can do it and you can make a profit on by reselling it.

    It ain't rocket science buddy.
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