When you’re preaching to the unconverted and the ‘we’ve already heard it’s’; you might find that an unconventional technique or two could pleasantly surprise your lead. One of the biggest anxieties a sales person faces is knowing that the people they are contacting see them as just like every other who has ever spoken with them. The issue with that perception is most sales people leave a negative impression giving the decent sales person an uphill struggle before he or she has even spoken.
In some ways, there are parallels between sales and dating. The key to overcoming the monotony and homogenised stigma is by being subtly different in unprecedented ways. That’s how you woo a woman and that’s how you close a potential client.
Here are 3 ways to put that into practice:
By being open and perhaps too honest, you can afford yourself some integrity in the eyes of your lead. This is the tactic of conceding something about your service or product, demonstrating human vulnerability as opposed to painting the picture of perfection, flawlessness and hammering this down their ear hole. You are not the smarmy, slick-haired sales person trying to pull a fast one, so show a little realism and be critical about certain parts of what you are offering, then conclude with an overall positive statement – you will win the trust of your client far quicker.
Leave Them Alone
Whether it’s courting or client acquisition, showing desperation is a total turn off. You may want their attention, you may genuinely be gagging for a gasp of an opportunity to speak to them and finalise a deal but in this situation, you must play the game and not show everything under your sheathing. Follow-ups are of course important but have a think about their frequency and consider switching the way in which you reach out, certainly do not send another e-mail if they’ve not responded to the previous one.
It’s Not Me, It’s You
This is especially effective if you have multiple packages and services for clients to choose from. A high impact, reverse psychology method of disarming the lead’s defence is by explaining why they might not be a fit for what you are offering. Consequently, you will have one of two outcomes; your prospect might start compromising and describing why they are in fact suitable for your service (in this case, they are doing your job for you) or, they’ll agree thus leaving you the space to pitch another package which is perfectly apt for them.