So, here we are again, on What Went Wrong? Wednesday… where we take a hard look at where our best marketing and sales efforts go wrong. This week, we’re looking at those clients who express interest and then — disappear. So, they’ve not said YES. But they’re not willing to “show up” to a sales call or meeting to learn more. EVEN after they’ve said they were interested in learning more. Here’s more detail from a very smart business owner:
HELP! I’m sick of people who have a conversation with me and tell me all about their desire to lose weight. Then, when I tell them what I do and how I can help them, they seem to get excited and say they can’t wait to learn more.
So far so good. You’re doing all you should be doing. You’re listening first. When they mention a need you can help them with, you point that out and offer your solution. What happens next?
I either try to schedule something with them right then to talk more about what I can do for them OR I promise to follow up to schedule something — which I do. But, I often don’t hear back. Or they don’t want to schedule on the spot because they want to check their calendar. But, they never follow through.
Okay. So, now I think I’m getting it. You are trying to schedule a sales meeting — where the understood purpose is for them to hear your pitch and hand over a check. Why not just offer to meet them for a root canal? =)
Seriously, here’s what’s happening — and what’s going wrong. They are EXCITED when you are keeping laser-focused on what THEY WANT. (In this case, weight loss.) They get skittish when the conversation turns over into a “typical sales presentation.”
Here’s a small tweak that will work for you: Instead of scheduling time to learn more about how they can pay you, consider inviting them into a conversation / appointment to learn more about what they’ve tried in the past and discuss options that might work for them. Let them know that EVEN IF THEY DECIDE not to go with YOUR SOLUTION, they’ll walk away with some eye-opening realizations about what didn’t work in the past and why — something that will serve them in their weight loss goals REGARDLESS of what they decide.
Simple and small change. Big results.
Because I don’t know any business who’s clients are lining up to be sold to. =) Remember, people love to learn, love to gain understanding, love to talk, and love to buy. BUT they hate to be sold.
Hope this helps!
