Sales Training: Waking Up The Dead Prospect

How often does a prospect sound engaged and interested and then drop into a back hole of no response? Even the best laid sales plans can end in this black hole. Here are six ideas to bring the client back to life. 1. Set a timeline. Hopefully your timeline was set in the sales process. But, if not, give them one now. You can either tell them that the deal you have presented will go away or that the cost will change.

2. Vary your message. When emailing or leaving voice mails vary your message in an effort to wake them up. Try a professional yet funny message. Perhaps, share a quick success story.

3. Use a video. I like to have a Youtube video in the hopper that contains a testimonial from a happy client. Send them this link.

4. Order pizza. Being creative is often the best way to reignite an old conversation. I sent a pizza to a client once at lunch time with a note.

5. Offer a discount. Often if price is a factor, a “management authorized” price break might get the conversation going again.

6. Give them an out. If something on their end has changed, then they may be feeling bad about having to tell you no. I like to say, “You will not upset me if things have changed on your end. Just let me know.” Most sales trainers 100% disagree with this philosophy. My point is this…if the prospect has a legit reason to not move forward, why continue to hassle them?

There are truly hundreds of ways to re-ignite a dead sales prospect. When I train sales teams, we cover this in great detail. Overall, the biggest point is that you should not have this issue if your sales process is clean and tight. But, even the best laid plans fall short on occasion. Do not give up. Be professionally persistent.

Ryan Dohrn is a industry leading internet consultant. He is a sales and strategy pioneer training sales and management teams large and small around the globe.