Think about this: Only 1-3% of people coming to your website or reading your sales email are “now” buyers. They know what they want. They have the money to pay. And they are ready to buy.
I know. I reached for the crying towel too when I learned that.
But here’s the good news: a high percentage of the remaining 97% will eventually buy from someone – as long as they are still in the game.
Sadly, many business owners won’t be there with a compelling message when that joyous moment arrives.
Why? Because they don’t have a follow up process in place.
If you aren’t sure what dramatic impact following up can have on your bottom line, read on!
Betcha never heard a prospect say this before: “Ok sounds great, I just need to think about it.” (LOL)
If you’re like many business owners and salespeople, when a prospect says this, it could signal the end of a selling opportunity.
UNLESS you know how to handle it.
The first thing to understand is that 90% of the time, your prospect doesn’t REALLY have to “think about it.”
Often, it’s simply a smokescreen.
Today’s article identifies why prospects do this and lays out 5 proven ways you can effectively address the ‘I’d like think it over’ objection.
Have your sales leads slowed to a trickle?
If so, there could be many reasons for that.
However, the first place to look is your marketing content.
I see this time and time again with clients. When a client comes to me wondering why they aren’t generating sales leads, the first thing I do is review their marketing content.
A quick glance usually reveals the answer.
Their content is dull, boring and doesn’t do a thing to compel a prospect to want to know more.
Do you find yourself getting anxious when you find yourself in a selling conversation that is progressing towards the inevitable point where you have to close the sale by asking for the order?
Do you tense up? Do your hands get clammy? Does your confidence waver?
If so, you’re not alone. I talk to many business owners who feel exactly the same way at a time they SHOULD feel excitement.
I think one of the main reasons this anxiety starts to spike when it comes time to close the sale is caused by a lack of understanding of what the selling process is really all about.
When your livelihood depends on your ability to close sales and the results simply aren’t there, sometimes a simple mindset reset can work wonders.
In today’s fast-paced business environment, it’s easy to drift away from the selling truths that produce results and find yourself falling short of your sales targets.
In sales, keeping your mind focused on what’s important can mean the difference between struggling and thriving.
Today’s post might serve as a reminder about some of the selling truths we all stray from occasionally.
The good news is they’re easy to reset.
Check them out here.