“How Do I Get Prospects To Pick Up The Phone After We Have Agreed On The Next Step?”


Answer: Work just a little harder when you set up the next step.

Before I get started – Happy Memorial Day – Please take a moment to call someone you know that has served our country or is married to that person and thank them for their service.

If you are like me, it probably drives you nuts when people agree to call you back or move to the next step and then …. dead air.

Sometimes people will agree to speak with you again as a way of getting rid of you. Don’t be insulted – it happens to everyone including me.

One of my clients in Florida had a newer salesperson that wasn’t having any success closing sales despite using my program. I suggested that one of the reasons could be that he thought he was getting a yes when he was really getting a polite no.

I also suggested that his salesperson might be doing too much of the talking. Well my client went on a couple of sales calls and sure enough his salesperson was doing 80% of the talking and the prospects couldn’t wait to politely end the meeting.

Well my client fixed it – and his salesperson is now doing fantastic because now he is speaking about 20% of the time.

So first off – learn to ask more questions – get the prospect talking more – that is one sure way to get to yes more often.

Next – work to get the little agreements during the conversation by testing their temperature – “Does that work for you?” “How does that sound or look?” “Are you good with that approach?”

These types of questions will give a clear indication if they are on board. If they seem hesitant in their answers that is a pretty good indication that you need to dig a little deeper into what they really want.

Now depending on your personality you may like or not like the following ideas.

Now if you have called someone twice and they have not returned your call this is a tactic that I have had success with and so have my clients.

“Hi __________ – this is _____________ from ABC Contracting reaching out to you again per our last conversation.  Because I value my own integrity and I don’t ever want to feel like I’m chasing someone around, and because I am sure you value your integrity and don’t want to feel like you’re avoiding me, this will be my last call to you.  I am also a person who believes in continuous improvement, so I would very much appreciate your feedback to learn what I could have done to be the right painting contractor for your home. Either way, I wish you the best of luck, and I hope to hear from you soon. You can reach me at ________________”

You will be surprised by the reaction and apology for the folks that do call you back and the ones that didn’t, well they didn’t plan on calling you anyway.

 

This one is a bit more forceful so feel free to modify it to fit the situation AND always be professional.

“Hi __________ – this is _____________ from ABC Contracting reaching out to you again because based on our last conversation (or meeting) where we agreed to connect on ____________. If you’ve decided to use another contractor or you feel our price doesn’t meet your needs then it is okay to let me know that. I’ll close your file and we can part friends. If you are still interested in pursuing this project then please call me at ­­­­­­­­­­­____________ to arrange our next meeting.”

Action Step – Start asking for the questions that get the little yes answers that lead to the big yes. If someone isn’t responding try one of these tactics out.

Mark your calendars – on Monday June 3rd at Noon – I will be the guest of Henry Goudreau on The Contractors Corner! – If you can’t make it at that time you will be able to listen later on your mobile device or at your computer.

I will be sharing the content from my latest webinar – Closing Secrets Your Competitors Hope You Never Learn.

If you have never listened to a Podcast – this would be a good time to start.

Marketing Question of the Week: Are you busier this year than last?

You Won’t Drift to Success© 

Think about it.

Until Next Time, I Wish You Much Success

Mike Jeffries

Categories: Contractor Closing Strategies, Contractor Marketing, Successful Contractor Sales Methods
Written by Bernie Heer

Bernie is the creator of the Construction Profit Zone System.
You can follow him at Google+

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