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Prospect now giving me the cold shoulder?

by Scott Kennedy
11 replies
So I cold called this dentist practice last week and asked to speak with the practice manager. I told her that I was a digital marketing consultant and saw that their online assets could be utilized more effectively and asked if she would be interested in viewing a free video audit. She agreed and told me to send it to the general practice email address. This should have been a signal that she wasn't really interested but I still went ahead.

So I created the video (5:20 minutes) and sent it to the address. I said that I'll contact them via phone in the forthcoming days to follow up and touch base. That was 3 days ago.

Today I call the practice and ask to be transferred to "name" (practice manager). I get put on hold, then the receptionist says she's currently in a meeting and takes down my details. I don't hear from her. I call back 4.5 hours later and speak to a different receptionist. She puts me on hold then asks what I'm calling about. I tell her I'm just touching base with "name" in regards to an audit she wanted me to do.

The receptionist then tells me to wait for "name" to email me back before contacting them again. Should I just give up on this lead? Should I wait 7 days then call back or send another email? Have I blown my chances by being too pushy? I mean, I sent the video 3 days ago and it has been viewed 11 times (twice by me).
#cold #giving #prospect #shoulder
  • Profile picture of the author Headfirst
    Just move on. You can't force them to do business with you.

    Send them marketing materials in the mail (snail not email) and and touch base again in a few weeks if you don't hear anything.

    You never want to be the sales rep they dread. Give them some space.
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    Golf Outing Sponsor Signs, Banners and Flags||Plymouth, MI Marketing || Plymouth Dentist
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  • Profile picture of the author Creativegirl
    Yeah, move on. They said they would contact you. If you want to stay in front of them do a few other touch points. It's not personal.

    I don't have time or the interest to talk to everyone that contacts me, so I like having a moat master to field them. It's not personal.
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  • Profile picture of the author Mr. Subtle
    Originally Posted by Scott Kennedy View Post

    So I cold called this dentist practice last week and asked to speak with the practice manager. I told her that I was a digital marketing consultant and saw that their online assets could be utilized more effectively and asked if she would be interested in viewing a free video audit. She agreed and told me to send it to the general practice email address.
    (David H.) Sandler Rule #2: Never "spill your candy in the lobby" - don't share too much information too soon.
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  • Profile picture of the author zapp1com
    Don't take the cold shoulder that they are giving you personally..... Just move on for the moment (in truth you & I have know idea as to what is happening in their business at the moment)


    BUT don't give up on them leave it a month and then make contact again.... Do this 1st by letter and then follow it up with either a phone call or a personal visit. The personal visit works best, esp when you make it look relaxed and offhand like you have just popped in as you're in the area....

    Remember what they say "It Takes Seven NO's To Make A Yes"

    Keep the faith & keep trying, you will get there
    Rob
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  • Profile picture of the author Quentin
    Yep I get people like you coming into my business 4 or 5 times a week all selling the same stuff.

    Who has a spare 5:20 minutes to watch a video from a stranger who I know is going to pitch me something. Just politely give them the shove and they will give up.

    You might get lucky though.

    You need to know this because you are one of hundreds making the same sort of pitch.

    Seriously my front desk girl turns them away by the fist full every month in my offline business where we sell headsets.

    If its not a video its a SE0 package if not that then some web page stuff, listing etc.

    The people who get past Judy have to be pretty slick (not in a salesy way) if they want to see me especially as I am not there very often.

    Quentin
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  • Profile picture of the author PhilG
    Every "no" means that you are simply one step closer to a "yes".

    Times are tough these days and business people are taking their time before investing in a new idea. It doesn't mean that they don't want what you have to offer, just that they need some time to think about it before they move on. Unless you are well versed in handling objections, this will be a common occurrence.

    I suggest that you put them on a newsletter mailing list and send them updates periodically. This should give them a better feeling that you are a professional and know what you are doing.

    Welcome the "no's" or the "not yet's" and move on. There is a big client waiting for you, that will go ahead.

    I hope this helps.
    Phil G
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  • Profile picture of the author Nathan Alexander
    You always want to be chased. I know that's hard when you prospected them, but it can be done.

    Going for "take-away" selling can only happen after you've baited them into taking in interest in you—and you risk losing it all when you pursue them once you haven't heard from them.

    Chalk it up to experience learned, but by no means is it something you can't salvage. Send some snail mail if you really believe there's a chance you're reading it wrong and they sincerely might still be interested. You'll have to think about the conversations you've had.

    Otherwise, throw some urgency in there (the next few letters/postcards) and reiterate your conversation that they agreed to your audit (sort of from what you said).

    Otherwise, never chase.

    Grab their attention, but when they look your way, be busy. Foster the relationship from there. And turn it into them pursuing you. It's not easy, but that's why so many aren't doing it either.
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  • Profile picture of the author John Durham
    Yeah, you cant do something for the sake of going through the motions. In other words, yes its great that you were able to get someone to say "yes"... but they arent "sold" unless they "want" it.

    It doesnt sound like you were too pushy. Im not big on rebutting till you are blue in the face. If someone says they arent interested, put out a 'soft" rebuttal ("feeler") to check one more time and see if you might be able to "generate" some interest, and if not move on.

    "Yes" doesnt always mean "Interest", its our job as a salesperson to make sure "interest" is there. If not we are wasting our time.

    Sounds like this prospect is giving you the run around and they werent sold on the idea to begin with. However, if it has been viewed 11 times thats a good sign, that there is SOME level of interest.

    All in all, if you have called back repeatedly, its best to move on, and focus on generating more prospects. They will contact you if they want to proceed.
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  • Profile picture of the author Steve Peters Benn
    Sometimes it can be an idea to take 'no' as an invitation to ask why not or sometimes - to be more creative. Ask the gatekeeper, their option - they can tell you a lot, sometimes more than the business owner.
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    • Profile picture of the author John Durham
      Originally Posted by Steve Peters Benn View Post

      Sometimes it can be an idea to take 'no' as an invitation to ask why not or sometimes - to be more creative. Ask the gatekeeper, their option - they can tell you a lot, sometimes more than the business owner.
      I agree. Pitch the gatekeeper if you have to... then get her to send you to voice mail. Be sure to include in your voicemail "I had spoken with susan about this and she was kind enough to pass me on to your voice mail...".
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