The word persuasion for some reason just sounds negative. Realistically it’s not all that bad if you persuade in a positive manner. For example, we all have those pesky prospects that have been giving you the run around for the past month.
It happens to everyone!
I’d say that’s life, but I’m sure it will only make you more mad that they haven’t converted yet. We wanted to set the record straight and give you some techniques to help turn a prospect into a customer. But first, let’s get to know the basics.
Persuasion IS NOT Manipulation.
Just because you can get a prospect to convert after a long hiatus, does not mean you manipulated them to perform the act. Persuasion is the art of getting people to do things that are in their own best interest that also benefit you. In this case, your services. You know how good your services are, and there is a strong chance they do too. Why aren’t there converting yet? Well that’s an entirely different question, but the goal is simple and it stems from one word:
YET!
Think about it. How often have you asked your sales rep.
You: “Hey _____, Has _____ converted into a sale?”
Rep: “Nope. I’m trying. Can’t get to the decision maker for some reason.”
Sounds pretty negative right? Immediately it puts you into an awkward situation and potentially lets a negative energy throughout the rest of the office because your sales rep now feels worthless.
Now, imagine the conversation if they added just this one word.
You: “Hey _____, Has _____ converted into a sale?”Build a Rapport
Rep: “No, not yet.”
Now, there is hope! The following 7 persuasion techniques will help turn that prospect into a customer!
1. Timing
As I am sure you’re aware, timing is everything. It’s not different with sales. If your prospect hasn’t responded to your emails or even voicemails. It’s probably because you’re trying to reach the individual during normal working hours. Try a new strategy. Call the individual either before or after working hours.
Yes, that means you might have to get up early.
Try calling from 7am to 9am or 5pm to 7pm. There’s a good chance they are working late on a project, or just busy. Catch them during these hours for optimum success.
2. Sound Genuine
Once you get a hold of the prospect make sure you sound genuine. Ask the individual how they are doing. Don’t trash talk the individual for missing your calls, just act like they never happened. Remember, it’s summer time. Although you might be thinking business 24/7, theres a chance they might be thinking of their boat!
3. Persistence Pays Off
One of the biggest issues in today’s business world is the follow up. If your client hasn’t responded, find a way to set alerts on your phone to remind you to reach out. The more persistent you are, the stronger chance you have at proving to your prospect how serious you are about their business. Remember, persistence IS NOT annoyance. Don’t be that loud,annoying, and obnoxious drunk guy/girl at the bar. No one likes them, and neither will your prospect. Be respectful to them as a person and to their time.
4. Create Urgency
This technique can be a tad risky, but it solely depends on your product/service. If you are trying to sell a product, there is a good chance you can attempt to offer a discount. If you are a service based company, you might want to try bringing up your teams random lack of time. A classic technique is to mention that your teams schedules are being raided with other projects and that if they don’t act quickly, they may lose out on your next month’s availability. Who likes waiting? Exactly, no one!
5. Maintain Confidence
The minute you lose confidence, the minute you lose the prospect. Assume at all times that it’s not that they haven’t signed up, it’s that they haven’t signed up, YET! Find ways to increase your confidence and positive mental attitude.
6. Continue on Your Path
Focus! Yes, they haven’t signed up yet, but the show must go on. Continue working on bettering your clients experience, continue building rapport for other prospects and network. There will be plenty of other prospects, but you can not focus on the ones that haven’t signed up yet. Eventually the more you harp on the ones that haven’t, that confidence and positive mental attitude will slip away from you.
Happy prospecting!