Uh, oh, you hear that? That's those alarm bells ringing in your head. Your sales pitch isn't working and your prospects are showing one of the following six signs.
1. They are just not interested in listening to you
In short, if your pitch is falling on deaf ears, you are targeting the wrong audience. It's true, most people will avoid salespeople anyway. However, if leads have been looking at your website, they are more than likely to give you the time of day. Target these people on your website by using visitor identification and at least your sales pitch will be heard.
2. They mention their boss, the key decision maker
Ah, so you've gone through your entire speech and THEN they've mentioned their boss. Brilliant. To avoid this and get straight to the decision maker, ask your caller if anyone else will need to be in the conversation or use company identification to identify who you need to talk to before you call.
3. You're targeting them with the wrong information
They could be really interested in your product, but not if you are pitching it to them in the wrong way or focusing on the wrong product. The best way to do this is by asking what they need before you go in for your pitch, or use visitor tracking to see what your prospects are interested in.
4. Your prospect is only concerned with the price
We all have those prospects that are only concerned with the price of something. To overcome this, remember to build value into your product rather than haggle your price straight away.
5. You have to keep getting in contact
With most prospects not ready to buy the first time they contact you, you can expect to contact the same person multiple times. However, if you're calling them beyond the expected number of touches (the average is 9), it may be time to put them in a lead nurturing campaign or qualify them out.
6. Your prospect has gone dead quiet
You called a lead and they sounded interested but now they aren't responding to your emails or phone calls. It happens. Don't sweat over it. Put them in a lead nurturing campaign until they are ready to interact or qualify them out.