This is worse than any first date...

62 replies
My hands are sweating, I feel like I'm going to be sick. I have my first face to face meeting in 5 hours. GAH.

I'm writing up my proposal now. I have her website report to go over. I have keyword printouts to show her. I have a contract printed in duplicate.

I'm going to just ride on the tails of everyone else's success lately and hopefully I won't faint or do something equally crazy. LOL
#date #worse
  • Profile picture of the author Michael Ten
    take deep breaths. stretch out gently, perhaps.......... happy place.
    {{ DiscussionBoard.errors[2946590].message }}
    • Profile picture of the author Amber Jalink
      I was going to say the same thing - deep breaths....

      remember - YOU are the expert - that's why she's meeting with you

      You'll do great!
      {{ DiscussionBoard.errors[2946613].message }}
      • Profile picture of the author marciayudkin
        Lisa,

        This is going to seem counter-intuitive, but for success in this kind of meeting, you have to go into it feeling that whether you sell or not, either outcome is OK with you. If you get the owner to sign on the dotted line, great. If not, then what you have to offer isn't a good match for her and you will go on to the next opportunity.

        If you go into it with an attitude that you've got to get the business no matter what, it normally doesn't go as well. People pick up on desperation or over-eagerness and pull back, often unconsciously.

        Good luck, Lisa!

        Marcia Yudkin
        Signature
        Check out Marcia Yudkin's No-Hype Marketing Academy for courses on copywriting, publicity, infomarketing, marketing plans, naming, and branding - not to mention the popular "Marketing for Introverts" course.
        {{ DiscussionBoard.errors[2946646].message }}
  • Profile picture of the author Rus Sells
    Lisa,

    Today is YOUR day, don't worry about it. seriously you'll be fine!

    Originally Posted by Lisa Gergets View Post

    My hands are sweating, I feel like I'm going to be sick. I have my first face to face meeting in 5 hours. GAH.

    I'm writing up my proposal now. I have her website report to go over. I have keyword printouts to show her. I have a contract printed in duplicate.

    I'm going to just ride on the tails of everyone else's success lately and hopefully I won't faint or do something equally crazy. LOL
    Signature
    {{ DiscussionBoard.errors[2946612].message }}
  • Profile picture of the author Defunct
    Originally Posted by Lisa Gergets View Post

    My hands are sweating, I feel like I'm going to be sick. I have my first face to face meeting in 5 hours. GAH.

    I'm writing up my proposal now. I have her website report to go over. I have keyword printouts to show her. I have a contract printed in duplicate.

    I'm going to just ride on the tails of everyone else's success lately and hopefully I won't faint or do something equally crazy. LOL
    What puts a lot less pressure on you(not sure if you have done this yet), just ask lots of questions about the company and their goals and let them do all the talking.

    Offer advice as you go based on what they want/where they are.

    The technical details can be a bit overwhelming for most clients and they really have to decide to trust you or not in the end, regardless of the details.
    {{ DiscussionBoard.errors[2946685].message }}
  • Profile picture of the author Lisa Gergets
    The very first thing I plan on doing is asking about the company...it's a kitchen and remodeling business with a mobile showroom, which to me just says "innovative"! So I'm really interested about their background and how it came to be.

    Also, I know they don't actually have a showroom (she told me the mobile showroom was so successful they actually closed their "main" showroom), so I know they don't have much overhead...which means they can potentially spend more on my services.
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2946771].message }}
    • Profile picture of the author tryinhere
      Originally Posted by Lisa Gergets View Post

      The very first thing I plan on doing is asking about the company...it's a kitchen and remodeling business with a mobile showroom, which to me just says "innovative"! So I'm really interested about their background and how it came to be..
      And they will probably be more interested and in the mood for where the business can go over dwelling on where it is and has been, so do not get bogged down to much in the trip down memory lane.

      Also with all of the prep your doing, less is more in many ways, a pro will carry a very thin and small bag of tricks, if anything at all, a clutz will walk in with a big box under his arm full of crap that will just scare the clappers out of people and bore them.

      Best of luck champ.
      {{ DiscussionBoard.errors[2946895].message }}
  • Profile picture of the author Carlsbadd
    Go Lisa!

    You will come back after the meeting wondering why you were so nervous in the first place..You will be fine
    {{ DiscussionBoard.errors[2946815].message }}
  • Profile picture of the author MichaelHiles
    Just be at ease. You're the expert. Remember?

    Just like a date... if you smell desperation in the guy, you aren't going to be too keen on going out with him again. So be calm, cool, collected. If it's not a fit, it's okay, best to discover that before things get going and money changes hands. There WILL be more prospects and deals.

    Ask lots of questions and LISTEN.

    Be the ball.
    {{ DiscussionBoard.errors[2946832].message }}
  • Profile picture of the author Tiger_Claw
    Good luck!! I'm sure you're going to do wonderful.
    {{ DiscussionBoard.errors[2946860].message }}
  • Profile picture of the author treezie
    I was pretty nervous for my first face-to-face too. Just have everything ready and everything else will fall into place if you know your product/service. You have the higher ground here and have the advantage of information asymmetry. They are coming to you for guidance. A meeting is ALMOST as good as a done deal. Make sure that you both feel comfortable and warm up to business---start with small talk. And also, be flexible.
    {{ DiscussionBoard.errors[2947455].message }}
  • Profile picture of the author Nathan Alexander
    I'm looking forward to hearing about it. Marcia is right...you already have a success on your hands. Period.

    It's a numbers game and you're filtering them in or out starting today.

    Very cool.

    One of the biggest blocks for me when I perform shows was not knowing my material well because I'd throw in a trick two weeks before the performance (big no-no) that hadn't either been road tested or at least rehearsed many, many times.

    The key to confidence?

    Knowing my stuff. Knowing what I know so well I could do it in my sleep. Stuff where I'd done it so long and was so familiar with it I could think of shopping lists (I didn't) while performing.

    That allowed me to breathe. And relax.

    You know you're an expert. You are, and you know that. And nerves are proof you care about the outcome. That's good.

    But you are an expert. Remember that. Know it and fall back on what you know as that expert.

    YOU know more than they do about this stuff. Just don't go off onto areas you aren't an expert in and your confidence will come out without any conscious effort on your part.

    Nothing gives confidence like familiarity. And if you know your stuff, remind yourself of that and stick to everything you know.

    THAT will sell you...and they'll feel it in you as well as be attracted to you.

    At least, these are my experiences from the stage, with sometimes thousands. I haven't gone to a meeting pitching my offline services, but I have pitched the big corporate dogs on performing for them whether sales meetings or banquet events...I just had to remember, "I know what I'm doing, I'm not faking this, I am good, I know they'll love it...I just gotta convince them."

    Long post...sorry.

    Can't wait to hear how it went, and congrats!
    {{ DiscussionBoard.errors[2947726].message }}
  • Profile picture of the author rizzy
    Good luck Lisa. From what it looks like your first meeting is probably over.

    Hope it went great and you got your first client!
    Signature

    Join the thread - Beginner IM December Challenge

    {{ DiscussionBoard.errors[2948235].message }}
  • Profile picture of the author Lisa Gergets
    Well I didn't get a check today, but the meeting went very well, and they said they wanted to take a few days to think about it. I told them I'd call them on Monday, and they were very receptive.

    Onward and upward!
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2948803].message }}
    • Originally Posted by Lisa Gergets View Post

      Well I didn't get a check today, but the meeting went very well, and they said they wanted to take a few days to think about it. I told them I'd call them on Monday, and they were very receptive.

      Onward and upward!
      Well, hopefully you'll get the check on Monday. Even if you don't close them, you've now had your first meeting and you know a little bit more of what to expect for the next time.

      Like said above, you at least got out the door and took action, that's the most important step you can take. The deals will come if you keep taking action.
      {{ DiscussionBoard.errors[2948842].message }}
    • Profile picture of the author ADukes81
      Originally Posted by Lisa Gergets View Post

      Well I didn't get a check today, but the meeting went very well, and they said they wanted to take a few days to think about it. I told them I'd call them on Monday, and they were very receptive.

      Onward and upward!
      Nice work!

      My calling began today and have a few people that are interested.

      Again, Onward and upward!
      Signature
      How I Generated 130+ Leads On LinkedIn...In 48 Hours
      CLICK HERE
      {{ DiscussionBoard.errors[2948882].message }}
    • Profile picture of the author MichaelHiles
      Originally Posted by Lisa Gergets View Post

      Well I didn't get a check today, but the meeting went very well, and they said they wanted to take a few days to think about it. I told them I'd call them on Monday, and they were very receptive.

      Onward and upward!
      Atta' girl!

      When you have a pipeline full of prospects, all at various stages of development, your entire world doesn't hinge on a single deal.

      Here's my #1 "secret" for selling... whatever my total sales goal for the year is... always work to have that amount of total business potential in the pipeline at all times. That means I only have to get an 8.3% closing ratio across the entire year to hit my goal. Anything better is gravy.
      {{ DiscussionBoard.errors[2950547].message }}
  • Profile picture of the author 4morereferrals
    Originally Posted by Lisa Gergets View Post

    My hands are sweating, I feel like I'm going to be sick. I have my first face to face meeting in 5 hours. GAH.

    I'm writing up my proposal now. I have her website report to go over. I have keyword printouts to show her. I have a contract printed in duplicate.

    I'm going to just ride on the tails of everyone else's success lately and hopefully I won't faint or do something equally crazy. LOL
    Just wanted to tell you - you are 75% of the way there to Offline Success - the actual doing ... of something and meeting with a live person to discuss their needs and how your expertise might be a good fit.

    95% of folks never get out the front door.
    Signature
    Rank Ascend Network - High PR Links / Guaranteed Rankings Increase
    {{ DiscussionBoard.errors[2948807].message }}
  • Profile picture of the author Lisa Gergets
    I won't lie...I'm upset to not have walked out with a check. It was an hour and a half drive there, the meeting ran and hour and twenty minutes, so it was a loooong day.

    I'm glad I'm home, and I'm already working on more letters to send out. LOL
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2948888].message }}
    • Profile picture of the author Nathan Alexander
      Originally Posted by Lisa Gergets View Post


      I'm glad I'm home, and I'm already working on more letters to send out. LOL
      And THAT'S why you'll be (are now) in the top single digits percent of those who succeed.

      You do inspire.
      {{ DiscussionBoard.errors[2949006].message }}
  • Profile picture of the author Rocketguy
    Just out of curiosity how did you get this lead?
    {{ DiscussionBoard.errors[2948900].message }}
  • Profile picture of the author Lisa Gergets
    Send a letter to them, followed by a phone call asking to make an appointment. I found their site through a local web designer who creates beautiful websites, but doesn't SEO them. I just sent letters to all the businesses she had shown on her portfolio page.
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2948912].message }}
    • Profile picture of the author Abul-Hussain
      Originally Posted by Lisa Gergets View Post

      Send a letter to them, followed by a phone call asking to make an appointment. I found their site through a local web designer who creates beautiful websites, but doesn't SEO them. I just sent letters to all the businesses she had shown on her portfolio page.
      Don't be upset. I never have walked away with a cheque from the first meeting. I like to contemplate on what to quote AFTER hearing them out, rather than assuming to know what they want.
      Signature
      Author | Speaker | Digital Marketing Coach

      I help ordinary people achieve extraordinary results online. Get in touch to see how we can help you build a 6 figure business.
      {{ DiscussionBoard.errors[2949317].message }}
    • Profile picture of the author jr1228
      Originally Posted by Lisa Gergets View Post

      Send a letter to them, followed by a phone call asking to make an appointment. I found their site through a local web designer who creates beautiful websites, but doesn't SEO them. I just sent letters to all the businesses she had shown on her portfolio page.
      This is a GREAT idea! I never thought to look at local web designers' portfolios for potential clients. Thanks for sharing!
      Signature
      500-word articles for $3!
      Send me a PM for details.
      {{ DiscussionBoard.errors[2952759].message }}
  • Profile picture of the author Brenden Clerget
    Pulling for ya! Good luck with the follow up. GIT EM!
    Signature
    Join Us For The Local Profit Academy
    4 Methods - 4 Weeks - 4 New Income Streams
    Signups close Feb. 9th
    {{ DiscussionBoard.errors[2949021].message }}
  • Profile picture of the author John Durham
    Rock on Lisa. "Conditioning" the more you do it, the higher your closing ratio, it wont take 3 appointments to get that check in your pocket. The key is to book lots of appointments. Eventually your closing ratio increases and you are closing two out of three on the first meeting. Keep going for awhile and you'll be taking credit cards over the phone with no appointments required.

    Action. Good to see an action taker! Thats why I love this subforum. People here arent saying "Hey I made my first $36.00 after only 9 months of trying...and Im soo excitred" here.

    The people in this section start seeing success very shortly after they start taking action, because they can control their own success and it isnt determined by some algorythm... doesnt take six months... more like six days, if you are actually working on it.
    {{ DiscussionBoard.errors[2949042].message }}
  • Profile picture of the author Amber Jalink
    Hey - Congrats anyway Lisa! You got through it and are continuing.

    Did your nerves disappear within a few minutes?

    Amber
    {{ DiscussionBoard.errors[2949220].message }}
    • Profile picture of the author willz605
      Lisa....

      In no disrespect at all....I'm glad you didn't walk out with a check for $3500 dollars....

      The next thing you know.....you would've created a WSO saying something like this....

      "In 2 hours time, with my palms sweating and my heart racing and $3500 richer.....offline consulting is a snap....you can do it too!!!!blah blah blah.... Just kidding of course

      Really though.....

      I've had more no thank yous than I care to share....but I also have some "I'd love to try anything that costs less than $50 per lead from Service Magic and my current advertising costs"

      It's just like anything else....persistence......and good for you for following through on your plan.

      Some of these threads are way better than purchasing WSO's personally.
      {{ DiscussionBoard.errors[2949309].message }}
  • Profile picture of the author jushuaburnham
    Lisa, just relax and let the good time roll.
    {{ DiscussionBoard.errors[2949476].message }}
  • Profile picture of the author Vanessa Reece
    Lisa everyone has already covered the 'way to go on taking action' and I agree and the fact you're ready to rock again tomorrow getting leads in is inspiring. You'll getting out there and doing it and that will put you in the place you want to be. Well done for getting this first meeting in the bag - (it's not over yet).
    {{ DiscussionBoard.errors[2949497].message }}
  • Profile picture of the author JamieSEO
    Originally Posted by Lisa Gergets View Post

    My hands are sweating, I feel like I'm going to be sick. I have my first face to face meeting in 5 hours. GAH.

    I'm writing up my proposal now. I have her website report to go over. I have keyword printouts to show her. I have a contract printed in duplicate.

    I'm going to just ride on the tails of everyone else's success lately and hopefully I won't faint or do something equally crazy. LOL
    Lol - breathe

    Practice your pitch on a friend or family member first if you can - it helps reduce the nerves
    Signature

    {{ DiscussionBoard.errors[2949920].message }}
    • Profile picture of the author AndrewCavanagh
      Good for you for taking action and getting in front of prospects.

      This is something you'll get a whole lot better at and a whole lot more relaxed with the more experience you get.

      Notice how you're still alive? Obviously nothing to really be worried about.

      Now would be a great time to talk to some more business owners.

      The more you do the easier it gets.

      Kindest regards,
      Andrew Cavanagh
      {{ DiscussionBoard.errors[2949952].message }}
  • Profile picture of the author Amir Luis
    Lisa I am proud of you too....
    You may have not gotten the check right away... but you learned something for sure. You can't count on that one deal to make or break you. When you have 5 a day lined up. You will walk away from not getting a check as... "Their loss. Not mine."

    You are a success!

    You made it through the first meeting. You did it... and didn't just talk about it.

    If you can do it once. You can do it 1000 times... I don't care what "it" is.

    Your next call you can go into with the knowledge of your'e last. So in due time you will have an 80% closing ratio. Since you are starting fresh. You shouldn't have less than a 20% closing ratio now. But until you get your first sale... you won't know.
    {{ DiscussionBoard.errors[2950039].message }}
    • Profile picture of the author Adam Nolan
      Congrats Lisa! Most marketers don't even make it that far. You're gonna rock it. Just keep pushing forward. You're SOOOO close

      I'm really happy for you

      -Adam
      Signature
      Marketing Hacks Workshop Tonight at 8PM EST.

      Tonights Hack: The incredible hidden traffic source you haven't heard about that can send thousands of targeted visitors to your website for 1.9 cents per click.
      {{ DiscussionBoard.errors[2950110].message }}
  • Profile picture of the author iw433
    Lisa, rinse and repeat. Remember if you don't get the gig it's not personal. I have been in the business a while and have gotten more turn downs then I care to think about and I always have to remember it's not personal. They just did not recognize a good thing when they saw it.
    Signature

    Bill Skywalker Edwards
    Address-O-Lite

    {{ DiscussionBoard.errors[2952152].message }}
  • Profile picture of the author deezine
    My first meeting was a disappointment as well. I met with a prospect that wanted to implement my ideas without any help from me. Just wanted to pick my brain. However, you may still get the client. Just keep the momentum going and you will see results of walking out with a check soon enough.
    {{ DiscussionBoard.errors[2952226].message }}
  • Profile picture of the author Lisa Gergets
    Oh I'm not giving up on these people yet. They offer a true quality product and they plainly said..."We're very conservative and we can see this is an investment."

    Of course it is - I totally understand where they're coming from. So it's far from a dead deal!

    I'm going to send them a thank you card today...I'm HUGE on thank you cards as leaving a good impression after the meeting. And then I'll call them on Monday and if I need to do some price adjustments in order to get their business, I'll do it. Because I really feel that I can help these people, and they need the help.
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2952257].message }}
  • Profile picture of the author MichaelHiles
    DO NOT ADJUST YOUR PRICE DOWNWARD!

    Add more services to the offer. Request to negotiate on price is code word for 2 possible things: 1) we aren't sure if the value is there; and 2) we're hardcore negotiators wanting to get as much as we can for as little money possible.

    Adding more to the offer satisfies both of those objections.
    {{ DiscussionBoard.errors[2952708].message }}
    • Profile picture of the author Lisa Gergets
      Originally Posted by MichaelHiles View Post

      DO NOT ADJUST YOUR PRICE DOWNWARD!

      Add more services to the offer. Request to negotiate on price is code word for 2 possible things: 1) we aren't sure if the value is there; and 2) we're hardcore negotiators wanting to get as much as we can for as little money possible.

      Adding more to the offer satisfies both of those objections.
      Michael, you're totally right on...actually I already agreed to do some Facebook marketing for them at no cost, so if they don't want to buy from me, they can go pound sand. LOL
      Signature
      Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
      {{ DiscussionBoard.errors[2952885].message }}
      • Profile picture of the author T.R. McCarroll
        so if they don't want to buy from me, they can go pound sand. LOL
        Throw this in the mix "Mr. Businessman I thank you for your time and understand you are just not ready but you do you know of a few business associates that can use my marketing expertise right now?"

        a soft jab ... but why not try to capitalize on your efforts already

        T.R.
        {{ DiscussionBoard.errors[2953325].message }}
        • Profile picture of the author alexhudson000
          facebook is very effective in promoting your products or business, lot of users are in facebook right now.
          Signature

          alex Hudson
          PMP
          PMP training

          {{ DiscussionBoard.errors[2953471].message }}
        • Profile picture of the author SuccessBlogsUK
          Originally Posted by T.R. McCarroll View Post

          Throw this in the mix "Mr. Businessman I thank you for your time and understand you are just not ready but you do you know of a few business associates that can use my marketing expertise right now?"

          a soft jab ... but why not try to capitalize on your efforts already

          T.R.
          Something I use quite successfully if I don't get the sale is to do the following.

          As I'm about to walk away from the meeting defeated I ask the client if they have a few seconds to help me out.

          I explain to them that this is my job and I like to improve where I can. I emphasize the fact that I didn't get their business, this puts them more at ease as they're not expecting me to try and make the sale.

          I then go on to ask something like "Do you feel I explained my product to you properly?" to which the usual answer is yes.

          "Do you understand how using my product can benefit your company ?" Again the answer is yes.

          "Was it me, was it something I said or did?" they smile at this one and then give me the real objection why they didn't buy my product.

          I now have a second chance to present my product, making sure to thoroughly close the reason for them not having bought it in the first place.

          They now have no reason not to buy!

          This method works so long as you maintain a friendly but business like approach and don't get too pushy.
          Signature
          Offline marketer and trainer, learning online marketing from this forum. Happy to give back any way I can.
          {{ DiscussionBoard.errors[2953528].message }}
  • Profile picture of the author Mehak
    Hey Lisa,
    hope it all goes well for you.

    Just be yourself, they will want to buy from YOU. People buy from People! That's something you can use as an advantage because you're meeting her in person.
    All the best, let me know how it goes
    {{ DiscussionBoard.errors[2952734].message }}
  • Profile picture of the author Lisa Gergets
    Okay so my journal thread just got deleted. Like I said on that thread, if you didn't think it belonged there, all you had to do was tell me.

    Just wow.
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2953517].message }}
  • Profile picture of the author Lisa Gergets
    Update: Left a message with them today, no call back.
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2974000].message }}
    • Profile picture of the author tonyscott
      Originally Posted by Lisa Gergets View Post

      Update: Left a message with them today, no call back.
      Hi Lisa,

      I've been in that position so many times over the years - it's uncomfortable because you don't know whether to call tomorrow and show that you're persistent or be cool and strengthen your positioning - your call depending on how confident you feel. I guess you moved to second date nerves

      My experience has been that no call back = no deal, your experience may vary (I'm aware that US business convention can differ from that here in the UK) and I really hope you get some contact tomorrow. If not, wait a week then get creative and throw something at them that sticks in their mind.

      No positive pitch is wasted. You learn something, get to practice your sales skills and you never know what may spin off down the line.

      I got a call today for a website build, referred by people I talked to 2 years ago who similarly went quiet on me. Meeting set up and maybe we'll do business.

      It's obvious that you have 'it' - just keep on doing what you're doing - the rest will follow.

      Tony
      {{ DiscussionBoard.errors[2974625].message }}
  • Profile picture of the author Lisa Gergets
    Thanks Tony. And I totally agree...it's experience, so nothing wasted at all. I'm going to call back tomorrow and get ahold of them and if it's a no-go, I'm going to ask a lot of questions.

    So it's all good!
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2974672].message }}
    • Profile picture of the author Gabriel
      Administrator
      Originally Posted by Lisa Gergets View Post

      Thanks Tony. And I totally agree...it's experience, so nothing wasted at all. I'm going to call back tomorrow and get ahold of them and if it's a no-go, I'm going to ask a lot of questions.

      So it's all good!
      Lisa... great stuff...

      Don't forget that THEY ARE THE LUCKY ONES to work with you.
      you are the one that is going to help them... in fact they NEED you more than you need them. (Obviously don't tell them this... but don't be scared) . Usually when we all start selling SEO we tend to underestimate how much businesses are willing to pay.



      Good job

      Gab
      Signature

      =======
      Gabriel Machuret
      Head of Warrior Forum

      If you aren't happy with the Warrior Forum PM me. I want to know about it.

      {{ DiscussionBoard.errors[2974715].message }}
  • Profile picture of the author Nathan Alexander
    Hey Lisa,

    It totally reminds me of my high school days. The temptation to call is high. However I would caution not to overdo it—and I know you already know that, but it's good to be reminded.

    On the one hand you could argue people are busy and they appreciate a reminder call. On the other hand, we usually find time to do and get what we want. And if they're not calling, they may not be ready just yet.

    But if you don't get a hold of them…

    Here's what I would do to get the best of both worlds.

    You want to maintain control at all times. Period. And while you can do that while still calling…you don't want to do it more than once or twice.

    When you get voicemail and no call back, it weakens your position.

    So how do you flip this?

    Send them a letter. Not your #10 business standard letter, but a "grab-them-by-the-throat" envelope and/or letter with a headline (doesn't need to be obnoxious) and some great copy.

    This way you are in control as they have to chase you. It puts you in a great position and helps set up the way things ought to go in your future relationship.

    You could say something like below and do the "frankly, I'm puzzled" approach…

    “Yikes!”
    (Did I Do Something Wrong?)


    Dear (name),

    Frankly, I'm puzzled.

    I've haven't heard from you yet—and in our meeting you showed great interest in growing your business.

    Did I leave anything out?

    I'd really like to be a part of your success and see you take some huge leaps in your business in the next few weeks and months.

    Why?

    Because when you win, I win. Not to mention I get to add you to my growing family of private clients that have completely turned around their businesses in big ways in a short amount of time.

    “And (name), who wouldn't love to be
    able to brag about that?


    As just a reminder, you'll be able to…


    Then you could list a slew of bullet points outlining all the awesome ways you'd be able to help that you previously discussed in your meeting.
    Succinct, loaded with "you" and benefits for them and so on.

    That's one approach that could help with future clients too. It never hurts to add a mail campaign and keep following up as they could be genuinely busy.

    It keeps your name fresh on their mind. Plus, as they become familiar with you, it builds trust and friendship as well as reminds them you're successful and it's possible (a second or third letter) another client might take that open spot in your schedule.

    Anyway, it's just positioning.

    Good luck,

    Nathan


    PS— You're still WAY ahead of most people that want to do this but have put it off for any number of reasons. Awesome, awesome job.

    {{ DiscussionBoard.errors[2977514].message }}
  • Profile picture of the author Lisa Gergets
    I'm going to call them again this morning and let them know, either by talking to them or leaving a message, that I have appointments with two other local custom cabinetry companies in the area at the end of this week so they need to move forward if they would like to be my client.

    I don't...but that doesn't mean that I CAN'T.

    LOL
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2977583].message }}
    • Profile picture of the author wbinst2
      In my experience this doesn't work. If they want (or need) to be your client they will call you.

      They will see through your strategy and it comes across a bit as begging. Which puts you in a weak position. I'd say move on. But thats just me. Regardless, good luck.

      Originally Posted by Lisa Gergets View Post

      I'm going to call them again this morning and let them know, either by talking to them or leaving a message, that I have appointments with two other local custom cabinetry companies in the area at the end of this week so they need to move forward if they would like to be my client.

      I don't...but that doesn't mean that I CAN'T.

      LOL
      {{ DiscussionBoard.errors[2979189].message }}
    • Profile picture of the author Carlsbadd
      Originally Posted by Lisa Gergets View Post

      I'm going to call them again this morning and let them know, either by talking to them or leaving a message, that I have appointments with two other local custom cabinetry companies in the area at the end of this week so they need to move forward if they would like to be my client.

      I don't...but that doesn't mean that I CAN'T.

      LOL

      I would do the same, others might not agree but this will let you know if they are buyers or not.
      {{ DiscussionBoard.errors[2979262].message }}
  • Profile picture of the author MichaelHiles
    This is where a strong nurturing program comes into play. If you dump the entire ammo cache at them in the intial meeting, you don't have a fallback position, so it's either "$hit or get off the pot".

    That's sort of where you're at right now. If you inundate them with calls, you can alienate them (oh crap there's that Lisa again calling about our marketing stuff).

    Keep building value. Send them a report. Be sure to shoot them a "holiday" card in the mail. Put them on the "list" and treat them as any other prospect on that list.

    They agreed to meet with you, so they're warmer than a raw contact. But they're not hot enough to jump on a commitment with a single meeting and a couple phone calls.

    Stay after them.

    Eleven contacts minimum... but space it out.
    {{ DiscussionBoard.errors[2977757].message }}
  • Profile picture of the author Lisa Gergets
    Well to say I'm pissed off is an understatement.

    She called me this morning and in talking, she actually said "I don't really think we'd sign with anyone right now."

    Oh okay, so you let me drive an hour and a half there, sat through an hour and twenty minute meeting, and I drove an hour and a half home...and you knew you weren't really going to sign?

    Now I can see why people charge for the initial consultation. That's six hours of my life and sounds like they never had any intention of doing anything.
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2979288].message }}
    • Profile picture of the author SamyE
      Lisa,

      Here is another Option. It will take some gumption.


      Here is the deal.
      You have already taken a lot if time and effort in researching the market.

      So call them back, let them know that due to the amount of time and research you have put into this market you wanted to give them one last chance at locking you in before you go to their peers with in the market.

      Tell them that this is to valuable an opportunity to let it go to waste, and you just wanted to let them know before you start approaching ALL the other players in the market.

      Use instant lead finder to compile a local list of all the kitchen and bath remodels in the area, then slap up a quick web site and offer it to ALL the other players.

      Remember to wrap this all up in that you want to give them a chance to take this opportunity off the market and away from the other competitors.

      Your whole Posture is way off because they just see you as just another web / IM gal, hence the can take their sweet time and not do anything believing that when and if they call you....you will instantly run over.

      Do a search on the famous MSMM Fire Man Mike Bonus Video for detials.
      Signature

      Samy Elashmawy Simple Sales Training
      Personal One on One Coaching, Training, and Consulting. Phone 201-467-4929 or Cell 201-926-9412. And Yes, I answer my own phone. If I am on a call, please leave a message and I will personally get back to you!

      {{ DiscussionBoard.errors[2979371].message }}
    • Profile picture of the author Rocketguy
      Originally Posted by Lisa Gergets View Post

      Well to say I'm pissed off is an understatement.

      She called me this morning and in talking, she actually said "I don't really think we'd sign with anyone right now."

      Oh okay, so you let me drive an hour and a half there, sat through an hour and twenty minute meeting, and I drove an hour and a half home...and you knew you weren't really going to sign?

      Now I can see why people charge for the initial consultation. That's six hours of my life and sounds like they never had any intention of doing anything.

      I feel bad for you, but this is has happened to many several times. It is all part of the game. Try not to dwell on it and move on to new prospects. At first this will be hard to do, but it is the only way to succeed in this sales game.
      {{ DiscussionBoard.errors[2979823].message }}
    • Profile picture of the author wbinst2
      This is why it is so important that they contact you rather then you chase them. It puts you in a very low % win game.

      You can tell they weren't interested by the fact they didn't call.

      Its a bit harsh but that is the reality of consulting.

      Originally Posted by Lisa Gergets View Post

      Oh okay, so you let me drive an hour and a half there, sat through an hour and twenty minute meeting, and I drove an hour and a half home...and you knew you weren't really going to sign?

      Now I can see why people charge for the initial consultation. That's six hours of my life and sounds like they never had any intention of doing anything.
      {{ DiscussionBoard.errors[2980710].message }}
    • Profile picture of the author paulie888
      Originally Posted by Lisa Gergets View Post

      Well to say I'm pissed off is an understatement.

      She called me this morning and in talking, she actually said "I don't really think we'd sign with anyone right now."

      Oh okay, so you let me drive an hour and a half there, sat through an hour and twenty minute meeting, and I drove an hour and a half home...and you knew you weren't really going to sign?

      Now I can see why people charge for the initial consultation. That's six hours of my life and sounds like they never had any intention of doing anything.
      Lisa, I know this was your first appointment and you had high hopes for a sale, but you can't be so emotionally invested in an individual client/prospect like this. This is a numbers game after all, and you will never be able to close every single prospect, even if you drive out to meet them and spend hours with them.

      Just brush it off and continue prospecting with their competitors. It's best not to appear too desperate or employ too many scarcity tactics, as I've found from experience that they usually don't work too well.

      When meeting prospective clients, you have to be confident and authoritative, and not be too pushy/aggressive in asking for the sale, because that will typically just irritate and turn off your prospects. You have to position yourself as the authority figure who knows exactly what you're talking about, and act like you don't really need to sign on the prospect. I know it may sound paradoxical, but businesses tend to hate being sold to, and having this type of approach typically makes them think you've something of value to offer them.

      Paul
      Signature
      >>> Features Jason Fladlien, John S. Rhodes, Justin Brooke, Sean I. Mitchell, Reed Floren and Brad Gosse! <<<
      {{ DiscussionBoard.errors[2982417].message }}
  • Profile picture of the author Lisa Gergets
    I told her this morning that I was meeting with their two largest competitors at the end of the week and so I needed to know by end of business on Wednesday if they were to change their mind. Frankly, this kind of client can turn into a nightmare so I'm not too upset if they don't call.
    Signature
    Sign up to be notified when Success on Demand goes live, and receive a FREE mindmap that you can follow to create and launch your OWN IM PRODUCTS!
    {{ DiscussionBoard.errors[2979469].message }}
    • Profile picture of the author MichaelHiles
      Originally Posted by Lisa Gergets View Post

      I told her this morning that I was meeting with their two largest competitors at the end of the week and so I needed to know by end of business on Wednesday if they were to change their mind. Frankly, this kind of client can turn into a nightmare so I'm not too upset if they don't call.
      Lisa, you can't be "pissed off" over this. Even over driving long distances and spending time.

      And no, the answer isn't charging for an initial consult. There are clearly some morons offering up all kinds of garbage advice in this forum and that's a particularly bad suggestion. The value is already not in a prospect's mind, what is it going to do when someone says, "well you need to pay me to sit through my sales pitch"? By charging someone for your "selling time", you've immediately made a big withdrawl from the value proposition account, and if the balance is already low, you will overdraw.

      The solution to not banking so emotionally on any one deal is to have multiple prospects cooking at any given time.

      I dunno if this is really the right approach. It almost reeks of blackmail.. work with me or I am going to contact your competitors.

      Hmm... I personally don't respond positively to that kind of arm twist. Unfortunately, they would probably not work with you now based on that sort of communication.

      Not that you did anything so horribly wrong, but this is just part of the learning process.

      Remember, you're there to help them. If not now, then whenever they're ready.

      Any contrived sense of urgency in the B2B services world is nonsense. Scarcity... nonsense. People who might be successfull selling emotional pitch based stuff on the internet don't have a lot of experience selling business services is they're suggesting to use false scarcity or any other huckster used-car salesman techniques. High pressure tactics are generally not going to work because they are "SELLER-CENTRIC".

      "I gotta' get this deal so I am going to do whatever it takes for ME to get this deal."

      Leaving out the fact that the prospect isn't anywhere close to the actual decisionmaking stage in the process... and if you push them to that stage when they're truly not ready, you're going to get push back.

      Your number one competition in services sales of any kind is inertia... the status quo.

      Build trust and your brand incrementally. Just like participating in an internet forum. People who jump in and make a big, loud splash at the start aren't received well in any forum. Build trust over time. Contribute. Help people by becoming a trusted information resource.

      They may NEVER buy from you, but you know something? They know 10 other people.
      {{ DiscussionBoard.errors[2982153].message }}

Trending Topics