Slackers

No, not you.

Read this from Jill Konrath:

Dealing With Slacker Prospects Without Sounding Like a Pathetic, Needy Salesperson

Posted: 11 Oct 2010 08:25 PM PDT

Ever had an interested prospect who really liked your stuff, but then never followed through? That's exactly why Jerry wrote me this email.

The logical next step is for us to review parts for the prospect to see if we're a possible fit. My problem is many of them tell me that they'll send over the specs for us to review but then never do it.

I'd like to either call or email them back after a week or two to remind them. However, I don't want to sound like I'm begging.

Any suggestions on how best to handle this type of situation to keep things moving forward with the client AND avoid my sounding like a pathetic, needy salesperson?

Here are some of my thoughts ...

After they agree to send the drawings, say something like this: "Great. I look forward to getting them. And, based on my experience working with other crazy-busy people like you, after we hang up the phone one of two things will happen ....

1. You'll go get the drawings right away so you don't forget ... or
2. You'll immediately get back to work on another project and totally forget. Am I right?

(Pause ... he will laugh and agree.)

Then say, "So how do you want me to handle this situation. You know I'm going to keep bugging you till I get them."

When you call back 2 weeks later AND 3 weeks later, you can say, "Hey. Me again calling to bug you about those drawings. We can't get you the pricing without them. And, as I mentioned in our earlier conversations, we've helped other firms reduce their costs by 23.6%."

Have fun with it. Tell him what you're going to do and enjoy it. Pretend it's your brother (or other relative) who was supposed to do something for you but keeps forgetting. And don't worry about sounding pathetic.

Now that's just one approach. What would you suggest?

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