What To Do When A New Client Won’t Sign
This happens to all of us. We write helpful content, we build trust, and we solve problems; but when it comes time for the new prospect to sign on the dotted line….they hesitate. There are many reasons for this. One reason often is that the client is just hesitant to part with their hard-earned money. Perhaps, they don’t fully believe in the product or services yet. Another reason could be they were just kicking the tires and had no intention of getting started. While there are dozens of reasons for this hiccup, it is not impossible to overcome.
The answer is to go back to good questions. Good, insightful questions. This is the key to any sales process. It starts with “How can I help you today?” But it doesn’t end there. You have to continue to ask great questions even after they become a client.
Here are a few questions that help me get over the hump.
- What About Our Services Do You See Being Able To Help You The Most?
If your business is product-based, you can ask “Which part of the product do you would help you the most?” This is a great question because it gets your prospect to rehash in their mind why they reached out in the first place. What problem are they really trying to solve? It allows them to start closing the sale themselves. Every company has pain points. It is our job to help solve them. Going back to the original intent with your questions will help get you, and more importantly, your prospect, get in the right state of mind.
2. I Understand, A Customer Of Mind Was In A Similar Situation.
You certainly have success stories. If you don’t, you won’t last long in business. Take this opportunity to reclaim the direction of the conversation. Share the successes of your other clients in similar situations as your prospect. Don’t let this slip by. Other than referrals, testimonials are the most powerful tool for building trust with new people. Let your clients do the selling for you. Don’t be shy!
3. Thanks For Your Honesty
Let your prospect know you are thankful they are being upfront with you about not wanting to sign just yet. It only means you have more work to do, or it wasn’t a good fit in the first place. Hopefully, you already know the answer to the latter part of that sentence. You should only spend time with the ideal persona. Anything else is forced, and in my experience, I end up regretting working with them down the road.
Be confident. Share your success. Ask GREAT questions!
If you have any questions for me or want to add to this conversation, don’t hesitate to reach out at www.TandemDigital.co or email me at thomas@tandemdigital.co
Happy closing!
-Thomas