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How to close interested prospects that are too busy?

Discussion in 'Offline Marketing' started by FlightSchool, Apr 26, 2014.

  1. FlightSchool

    FlightSchool Registered Member

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    Okay first off I will get this out of the way; I know there is a big possibility that they are just not interested.

    However, there are a few good reasons for me to believe that a particular prospect is really interested, but is indeed busy.

    I have had 2 clients that told me they need time to "think about it" or discuss with their boss or someone.

    The first one I know for sure is not going to sign. I messed up in the meeting and I knew then that it wasn't going to happen.

    The 2nd one is very interested, gave me his cell phone number and email during the meeting and told me he was interested to sign for a year and to give me a price estimate for different time intervals for the service as well as other information. Keep in mind that I gave him a free consultation and information that would influence his clinic RIGHT AWAY if he acted on it, which he still hasn't done, which tells me he is really busy.

    He just manages a doctor's clinic so he said he would talk to his wife who is the main doctor at the clinic and then get back to me.

    A week passed and he had not opened my email or 2nd email that I sent with trackers. I called his cell phone but no answer. When I called the clinic and asked to speak with him, the desk clerk comes back to me and told me that he hasn't told the doctor yet because he was busy. Then I hang up and look at my email tracker and just then the guy opened up my emails.


    Another week has gone by and still no reply. I don't want to seem like I am desperate to sign him, but how can I get him to sign earlier? Should I give him an incentive that if he signs up in the next 2 weeks I will give him 3 extra months of service? I already gave him 3 free months offer for a year's contract, so if he signs up then it would be 6 free months. IF this is a good idea, then how should I go about doing it? Sending a letter to his office? EMail? Phone?


    Thanks guys.
     
    Last edited: Apr 26, 2014
  2. Trepanated

    Trepanated Supreme Member

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    The lack of follow-up from him and not being available to speak to you does suggest a loss of interest for whatever reason. It does sound like he was showing buying signs in your meeting though.

    The thing to find out is the reason his interest has waned and that could be for many reasons. A very common reason is that the person is not actually the decision maker.

    Don't be afraid to ask direct questions, even if you are worried you may not get the answer you are hoping for. If he has no intention of buying, the sooner you find out the better and you can spend your time looking for a better prospect rather than wasting it on chasing a sale that will never happen.

    I would send him an email telling him you realise he has a busy schedule but you are keen to speak with him again to discuss the next steps - and ask him to let you know when would be a convenient time to call him again.

    Don't be disheartened though, you are clearly doing things right. You got a face-to-face meeting with him and you must have impressed enough for him to express interest. They are two of the most difficult parts of the sales process.
     
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    Last edited: Apr 26, 2014
  3. Paranoid Android

    Paranoid Android Jr. VIP Jr. VIP Premium Member

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    Bookmarked. Will read and apply pretty soon
     
  4. FlightSchool

    FlightSchool Registered Member

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    Okay sounds good. I like the idea of being upfront to save time. However, do you feel like it is a good idea to reel him in if he is still uncertain about something with the incentive I mentioned?
     
  5. netmoney1

    netmoney1 Executive VIP

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    The majority will tell you what they think you want to hear. 90% because they are too nice to just say "no thanks" and the other 10% because they want to milk you for suggestions - and if you let them they will.

    When they don't return your calls and you know they have opened your emails just move on. Every second you waste on prospects that will never convert is time where you can be conversing with those that will. Those others you leave behind will reach out if they are serious.
     
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  6. meinewelt

    meinewelt Junior Member

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    Nobody ever is busy. You are just not important enough for their time.
     
  7. Asif WILSON Khan

    Asif WILSON Khan Executive VIP Premium Member

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    OP, you had the meeting with the wrong person.
    If the Wife makes the final decision then you should have been speaking to her.
    Send a follow up letter addressed to the Wife giving an overview of the discussion with the Husband, then move on.
     
  8. FlightSchool

    FlightSchool Registered Member

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    The letter was intended to the wife as she is the doctor. However, I spoke to their business administrator because that is who the meeting was set up with initially. I never got a chance to even speak with the wife. The whole clinic has several doctors, he said he was going to discuss it with them and get back to me.


    Ya I'm just going to focus on other prospects right now.