Client taking long time to reply?

You can let him know that you offer is going to expire soon and that he needs to act fast. This is why you've been calling him so much.

Wouldn't call it a "client" yet if they didn't agree to anything. They could possibly be busy, and don't check their emails all the time.

It is hard to keep contacting without seeming to desperate. I believe they had a thread about follow ups about a week ago, I will see if I can find it

Edit: Found it http://www.warriorforum.com/offline-...desperate.html

How long ago was your initial contact with this person?

two days ago? a week? a month? 3 months or longer?

Looking at this tells me that he has told you that he will "get back to you" more than once, is this correct?


If you have called him multiple times (more than 3), and each time his response to you was he will get back to you but hasn't, then that means he probably isn't interested.

Yes you can try a technique like the one mentioned above where you tell them that you are taking the offer off the shelf, which technically is supposed to elicit urgency or scarcity, but if he isn't interested or never was interested, all you are going to elicit is relief - relief that you are finally going to stop calling him.

You have a couple of choices.

1) Drop this one and move on to finding other leads

2) keep calling them and hope they change their mind

3) learn from this and look up some sales books on how to create more urgency which you are definately lacking here.

I would also look at the thread that was posted on here about "tie-downs"

Tiedowns and urgency combined really help improve conversions.

4) Track your contacts with business owners and sales that you make, and figure out how many contacts it takes you on average to make a sale.

This way if you know that it takes you on average 4 contacts with a business owner, (eg, initial cold call, follow up call, meet in person, follow up meeting) before you make your sale, then you have an idea on how many times you can follow up with someone before you start wasting your and their time.

So if it takes you 4 contacts on average, you will know then that following them up 7, 8, 9 or even more times is just a waste of time.

This will also give you an idea of how many follow ups you can make before you start looking desperate or before they start seeing you as that annoying sales person.

And this tracking how many contacts on average it takes before you make a sale concept also has productivity benefits

It will allow you to spend less and less time chasing people who aren't interested and allow you to focus more of your time on those who are.

When I learned this and started applying this I went from the bottom 3rd in my sales company to the top 3rd. Wish I could say I was first but I still had other sales skills to learn to get to that spot.

Anyway, check out this book "High Efficiency Selling" by Stephan Schiffman

He has a couple of great chapters on managing your leads and prospects list so you do spend more time on interested people and less time on those who have no interest.

Probably they really are not interested. So you have to convince them more in a sense that they'll find it interesting for them and they'll look for you.

I'd move on. They'll probably be disrespectful to you, and probably more loyal to price
rather than you and your service. Demanding something for nothing as well.

Also, never get hung up waiting for one prospect - more like suspect in this case - to come through. Keep the deal flow going with qualified prospects so you really can put that urgency into your presentations. Doing so will help you come from a position of strength so you won't be at the mercy of this One Guy's schedule and what he wants to pay you. Which will also help you come across stronger and more confident and more credible.

Dan

Delay show that he do not feel the important or likely toward a mobile website.
You might share with him some report of case study that related to his field and making huge money or improve in service and marketing with the mobile website.

Or you can simply design for him a easy interface and show him to make him keen with your design .

I'm reminded of a video I saw on YouTube of someone ice fishing with one of those underwater cameras. A fish came right up to the guy's lure, nibbled on the end without the hook, then spit it out and left.

Welcome to one of the joys of sales: people who show interest but won't commit. Sometimes it's just they aren't interested but they don't like saying "No" so they say anything they think will get you off the phone so they don't have to deal with you. I'd much rather hear a definite no than pick up one of these people.

If you want to keep after him, put him on some kind of follow up program that doesn't take a lot of time and effort on your part. Mail him a postcard every few months or so, or ask him if it's OK to put him on your newsletter mailing list. But stop focusing on him, because it's obvious he's in no hurry to buy.

Don't push him....
Drop him an occasional Email (once in a week), with Subject reminder:
This will make client feel that you are serious about work.. Don't try to push him a lot..else he will feel he is out of option..and in such cases client usually run...

Don't. If he doesn't reply he's probably not worth dealing business with, or simply just doesn't want it.

and when you agreed and confirmed the next time youd speak...

...did you ask him what could possibly stop or prevent him from making that appointment before you reaffirm it in writing to him?

- food for thought.

Maybe you can use that next time, and do follow up in wiriting after to confirm the next appointment.

If you dont ask, they wont say, and if they do, then ensure you firm up in writing addressing any concerns they have

hope that gets you thinking.

regards


Fraser

Sell to one of his competitors, get them results, and then mail him the case study with your phone number on the bottom.