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What is the best "pitch" to a contact you have blown off?

by nycmarket
9 replies
This is the deal: I have about 8-10 guys my telemarketers have handed me, I am in the Financial Industry. Now I was supposed to call these guys about a week and a half two weeks ago. I got busy, and in that time my company launched a new product that I want to introduce to these guys that I never called. So what should I say to them? Should I go with the initial product we spoke about? Or let them know "hey, we are fully subscribed to that particular product BUT I have something bigger and better for you". I am leaning towards the later because I get a much larger commission and considering it is a very high ticket item I will off top shake the tire kickers....what do you guys think? Thanks as usual. The only thing I have going for me is "I am a busy broker" excuse....which we use all the time. But I am not sure 2 weeks will hold up. Help me out guys!
#blown #contact #pitch
  • Profile picture of the author digichik
    You were out with a severe respiratory infection(pneumonia), feeling much better now. Then lead with the product they were interested in, but let them know immediately about the great new product that was launched just when you got back. The tell them about all of the profit potential of the new product(money, money, money).

    Letting them know about the new product, after acknowledging their interest in the first product, should help refresh the lead. You have to admit these are pretty stale leads at this point.
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    • Profile picture of the author nycmarket
      Yeah exactly, they are stale, BUT I think I still may be able to find one in there that may want to act on something. So just give them a "sick excuse" huh..lol. I guess that could work..never really thought of it. I may be "thinking to much" at this point...
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    • Profile picture of the author kenmichaels
      Originally Posted by digichik View Post

      You were out with a severe respiratory infection(pneumonia), feeling much better now.
      That is a lie. Don't say it.

      Tell the truth, you got slammed with new business.

      Believe me, that will be much more impressive then "I got sick"
      plus its the truth.

      It makes you a desirable person to talk to ... among other instant benefits.

      Being too busy to talk to them makes you appear successful, people
      want to talk to and be around other successful people, since you
      blew them off ... you must not be a desperate sales person,

      you must be a successful business person.
      That is who they will gravitate towards.

      See the difference?


      Do you really want them to go from STALE to super hot in less then 20 seconds?
      Call them up, apologize too them for not getting back sooner.

      Then tell them it is only a courtesy call. You did not want to leave them hanging,
      and you regret to inform them that you ran out of spots. You cant work with them now.

      Watch what happens then.
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      • Profile picture of the author Jason Kanigan
        Originally Posted by kenmichaels View Post

        That is a lie. Don't say it.

        Tell the truth, you got slammed with new business.

        Believe me, that will be much more impressive then "I got sick"
        plus its the truth.

        It makes you a desirable person to talk to ... among other instant benefits.

        Being too busy to talk to them makes you appear successful, people
        want to talk to and be around other successful people, since you
        blew them off ... you must not be a desperate sales person,

        you must be a successful business person.
        That is who they will gravitate towards.

        See the difference?


        Do you really want them to go from STALE to super hot in less then 20 seconds?
        Call them up, apologize too them for not getting back sooner.

        Then tell them it is only a courtesy call. You did not want to leave them hanging,
        and you regret to inform them that you ran out of spots. You cant work with them now.

        Watch what happens then.
        Yes, this is the right approach. Love the takeaway at the end. "Actually, I can't sell you this today." Darn it. It's as good as "I'm not sure we should be speaking" for an opening. What the heck do you mean, you're not sure we should be speaking?

        Well...let's have a quick conversation and find out.
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  • Profile picture of the author Arzak
    Better late than never. You were extremely busy with other work. Those guys will understand and it has probably happened to them too.
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  • Profile picture of the author OBVA VirtualAssistants
    Telling the truth is a better option and as well you should tell your clients about the new product and leave the ball in their court and let them decide what they want.
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  • Profile picture of the author misterme
    Originally Posted by nycmarket View Post

    Should I go with the initial product we spoke about? Or let them know "hey, we are fully subscribed to that particular product BUT I have something bigger and better for you". I am leaning towards the later because I get a much larger commission
    The saying "you can't chase two rabbits at the same time" comes to mind. The fact that you get a larger commission with the latter isn't the better reason; the better reason is that if you try to sell two things it makes it more difficult for the prospect to decide. And if it's more work to decide, they'll take the path of least resistance and not decide.

    Besides which, a smaller decision is easier to make then the one requiring a larger commitment. On top of which, they're expecting the former product not the latter, so you'd come off as not delivering on your promise and possibly as a bait and switch guy.

    Just get them into the funnel. You can always sell more later.
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    • Profile picture of the author Claude Whitacre
      To the OP;

      Your post reveals a lot.

      Don't lie. Not for moral reasons, but because they won't believe you. All of us have "tells". Even over the phone, some can tell.
      Don't consider starting the relationship with a lie? Just not smart.

      Offer the deal they thought they were going to talk about. For two reasons;
      1) It's consistent with the reason they think you are calling. The sale will be easier.
      2) If you call them late and have a different deal...you are making the sale doubly hard. Get the sale. Then add.

      Make the calls today. Personally, If I was waiting for your call...I'd be pretty cold be now.


      Misterme; The saying "You can't chase two rabbits at the same time" was originally (in 15th century Europe) "You can't chase two rabbits, down different holes, at the same time, on different days, in your underwear". They later shortened it to make it easier to remember. FYI
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      • Profile picture of the author DABK
        How does the new thing, the one that makes you more money, help them?

        Is it better for them?

        If yes, truly, let them know about it.

        And tell the truth: as mentioned before, it's got positioning power.

        You always want to be the one who's hard to get to.
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