You just made a killer pitch. You demonstrated how your product solves their problems, then left them with action steps – and expected an answer within days.
But that was over a month ago, and you still haven’t heard anything back. So what’s the trouble? You thought you were on track to seal the deal, but it hasn’t happened. The deal is officially stuck in the pipeline.
It’s easy for a sale to hit a snag that puts it in limbo. These strategies offer the key to unlocking those deals so you can move them to the next level.
1. Teach Your Prospect How to Sell to Their Manager
The biggest reason a sale goes on hold is because you’re not talking to the real decision maker. Maybe you’ve been dealing with the purchaser and they have to get approval from the supervisor. In those circumstances, teach your prospect how to sell your service to the boss.
Start by equipping them with the ammunition to close the sale. Explain the ROI your product carries. How will it make or save the organization money? When they go to their higher-up for a $5,000 check, they need to explain how this investment helps the organization financially. Put the return on investment in a quote, and then coach the person on the talking points.
Continue with conversations about the benefits of the service. In fact, work through product material together. Teach the prospect how this changes their organization. Essentially, you become their sales manager for the deal.
For example, if you’re pitching a website overhaul, your conversation may go something like this:
“It will cost $5,000 for a website redesign. At its core, this new improved website will increase your daily sales conversion rate. For those $5,000, you should be able to get a net return of $15,000.”
Those are numbers your contact can take to their boss.
Quotes give them something tangible. You don’t want their pitch to be, “We want a new website because it’s cool.” Instead, you want them to say something along the lines of, “We want to convert more customers through our website.” The proposal isn’t about features but about the benefits of the service.
When you’re not able to get a sales meeting with the right person, you have to help your contact make the sale.
2. Text Prospects With Direct Questions
If you shake a tree, something is going to fall out. By sending direct questions via text message, you shake the figurative tree of prospects. You’ll either move on to the next client, or they’ll move on to the next phase. Either way, you get results.
If you sent a proposal months ago and the prospect never responded, it’s time for a text. You may send a message that says, “Hey, my boss is hounding me and wants to know where you are in their proposal? How soon can we get started?” If the response is, “Sorry, you’re out of our league in price,” you just moved to the negotiation phase. Price is the obstacle. Now you can start figuring out the dollar amount for that customer to say yes.
You won’t get that type of response with an email. Email is impersonal and easily ignored. But we all read our text messages and usually respond within five minutes, making it a great tool to move clients down the line.
3. Insert an Expiration Date
Create a deadline on your offer to promote action. Products and services cure pain points. But if you’re scratching an itch that isn’t that bothersome, you need another motivator. The motivation may be a lower price, special training, or extra features. Put those perks on a timeline to keep the deal moving.
Then, find a reason to justify the deadline. Maybe you say, “The proposal is good until the last day of March. March is a slow month for us, but we get really busy in April.” By setting an end date, you’ve manufactured a reason for them to make a decision. Then, you can rule them out or close the deal.
No one wants a deal that sits in limbo indefinitely.