You already put a lot of work into the deal. After searching for the right database, going to various events and having thousands first calls, you now must look through all the potential leads and requalify them. Of course, your time is valuable and you cannot waste it with too many unfruitful calls. Hence, you should make some decision and decide on whom you want to focus. Here are some tips which help you to decide which deals you should dismiss. Even though not every customer is comparably, there are some common grounds of not interested prospects.
1. There was no reply for one month
Your contact person has probably a lot to do. The higher the decision maker is in the company’s hierarchy, the more difficult it will be to reach him. It is normal that there are times when you get no response for a couple of weeks. However, after not hearing from your prospective client for longer than a month, you need to dig deeper. It’s totally fair if the potential client has to fix other topics before dealing with you. But if the time between your conversations gets longer and longer, the interest probably declined.
2. The prospect does not answer your calls
We all receive hundreds of emails every week. Therefore, it is understandable that you won’t get a response to every sales email you write. But getting no response to follow-up calls is somehow different. If your prospect is really interested, he would probably answer the phone. Even if he has not much time at the moment, he would take a few seconds to schedule an appointment or call you back later. In case that the prospect has not responded to your last three calls, your chances to close the deal are not that high anymore.
3. Your prospect is not engaged
A really interested prospect will probably subscribe to your newsletter, follow your social media channels and look on your sales decks again and again. In case of questions, he just writes and email and you can feel his enthusiasm. Of course, not every prospect will be that excited. But if there is no engagement at all, if the prospect does not even consider the sales presentation which you shared – it is unlikely to close the deal positively.
4. No response to direct questions
It is normal that you don’t receive an answer to every single sales mail. But in case of direct questions, it should be differently. If you have not heard for a while from the client, it makes sense to customize your sales emails and ask him specific questions, e.g. regarding the last event he mentioned. If there are no answers to these questions, this is a clear sign that he does not really care about your mailings (or that he does not even open them).
5. Subconscious rejections
Rejections are always bad and that’s why we sometimes try to ignore them. But wasting time on a lost deal does not help you to reach your sales numbers. Unfortunately, not every prospective client clearly points out that he is no longer interested. Because of cultural or personal reasons, the rejection is therefore often shared between the lines. Make sure that you look closer on such subconscious rejections and do not waste your time if you feel that there is a definite decision made.
Having said all that, you should not try to give up deals easily. There are many techniques to turn around uninterested clients. Some of the most successful deals often start with an initial rejection. So, here is what we recommend. First, you need to find out if your customer is interested or not. Use the best available sales tools such as HubSpot, LinkedIn and Beamium to summarize background information about the prospective client. After that, make clear to divide between interested and uninterested clients. While the interested ones can be targeted with your normal sales techniques, the not interested prospects should only stay in your pipeline if they are still promising. In that case, you should be more precise, spend more time on doing research and try to convince the customer with new arguments. Sometimes, the rejection will be the ultimate end of the deal. Mostly, a rejection is only a small stumbling block on your way to close the deal.
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