How to Deal With a Prospect Avoiding You
I’ve been there, and I’ve done that. If your job is to sell something, surely there are times that you have felt as if you are being avoided. Left unchecked, that feeling can play havoc with your psych and eat up precious time.
It’s a natural feeling. After all, who wants to be avoided? In my experience, only the most thick-skinned among us seem to enjoy being avoided. They make a game out of it. However, those thick-skinned people are few and far between, and the rest of us need to find ways to deal with it.
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How To Deal With A Prospect Avoiding You
1) Figure out whether you are really being avoided
The reality is that your product or service is your number one priority, but it is probably not your prospective client’s number one priority.
Think about your own day, week, or month. We often find that chunks of our attention are consumed by fires that need to be put out or demands that come out of nowhere. Don’t let the idea that you are being avoided take hold. Your prospect may simply be buried under other concerns.
2) Always be opening
The easiest way to not feel avoided is to always be opening new doors and focusing on people. A rich pipeline cures all. Devote a good portion of your day to opening new doors.
Prospective clients know when they are being begged. Even if they do not identify begging outright, their intuition tells them that something is fishy about the situation. A fish rarely grabs a hook that is standing still. People like to work with people who are busy and getting things done.
3) Use your intuition
Intuition separates the top salespeople from the average salespeople. Top salespeople use their intuition to adjust their speed. If you know that you’re being avoided, don’t follow up relentlessly. Send one pleasant email, indicating to the prospective client how to reach you, and move on to the next prospect.
4) Ask a closed-ended question
For some of you, this may sound a little intimidating. It can be done in numerous ways. However, you should find a way to convey the following: “I really don’t want to hound you, and I feel that you’re not ready to make a decision at this point. Does it make sense for me to keep in touch with you, perhaps on a monthly basis?”
The prospective client’s answer to this question must be either yes or no.
5) Find other buyers
If the product or service that you are selling is complex, it is very unlikely that there is only one person at the prospect company who is the decision maker.
Early in your conversations, map out all of the buying influencers. Who holds the purse strings? Who will use your product or service on an ongoing basis? Who has identified the specifications that your product or service must meet?
Having more connections into the organization means that, if indeed you are being avoided by your main contact, you can contact other people there. Use your intuition to ensure that doing so is appropriate and will not backfire on you.
In my experience, 90% of the time when we are feeling avoided the feeling has no merit. As mentioned in my first tip above, the reality is that what is a priority for you is not necessarily a priority for your prospective client. Recognize this, and use your intuition to follow up at the appropriate pace. Doing so will ensure that you have a rich pipeline.
A rich pipeline cures all.
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