What’s the number one blow off prospects use these days?
“Can you email something to me?”
If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that they’ll talk to you later…
Unfortunately, later becomes never, as chasing down busy professionals—especially people who now don’t want to be followed up with—becomes nearly impossible.
The solution? Be prepared with a good script and a good strategy. The one I like most is to prepare an initial email in advance (it can be generic or it can include an initial quote of services) and have it ready to send at a moment’s notice.
And then when a prospect blows you off with, “Can you email something to me?” use the following script:
“I’d be more than happy to do that – where would you like me to email that?”
[Take their email down and then email them your information right now.]
“O.K., it’s on the way to you. What I’d like to do right now is take just two minutes to get an idea of what’s important to you, and then I can direct you to that part of the information when you get around to it. Let me ask you:
“How do you get involved in ordering/handling/working with the XYZ?”
“From a needs standpoint, how motivated is (your company/department/are you) to change/fix/replace/buy XYZ right now?”
“What would you need to see in the information I just sent you for you to become seriously interested in making a change in how you’re handling XYZ now?”
If you follow this strategy, then you’ll be ready to sidestep the email stall and get right into qualifying!
How great will that be?
Try this technique yourself and watch as you begin qualifying real buyers, or disqualifying those who just want to get you off the phone…
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