5d • General discussion
Got the Yes
If you are an entrepreneur your business or service truly comes down to sales. When sales are down it's easy to get completely discouraged and feel like giving up. Here are a few pointers that Got the Yes today (and a paid invoice) from a customer I was wanting to close for about 18 months.
Follow up with persistence-the client thanked me for being persistent because he knows he needs what I am selling.
Control the customer conversation. Keep it about what you know they need instead of getting lost in the what ifs and the doubt. Give them a clear path forward.
Respect the emotional decision to spend money. It's asking a lot for someone to trust you with their money, so having respect for the emotional process gives them space to decide.
Don't give up on people. We all tend to forget to call someone back, or procrastinate. Keep a list of who you have to contact so you don't forget and keep on pursuing it if you haven't gotten a concrete "no don't call me again." A lot of my best customers put me off to a later date and it's tempting to read into it that it isn't going to work, but if you don't give up on them and keep reaching out in a genuine way you can often close the deal when they are ready.
And lastly, always put something in the works for future closings. It's so easy to ride the highs and not set the building blocks for future yes answers, but as soon as you close you need to lay the foundation for the next contacts to close.
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Got the Yes
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