Definition: Closing the Deal
Closing the deal means that a client has sent you the check, you have cashed that check, and the money is in the bank. Yet, how many times have you had a prospect say “yes” to working with you and then become unresponsive when it is time to sign the paperwork and send a check?
When this happens, you need strategies to turn those reluctant prospects into clients. Having the right follow-up strategies can ensure they become new clients.
What are some follow-up strategies that can help you close that reluctant or unresponsive prospect?
There are two strategies that we teach our clients. However, before you employ either, you have to determine why your prospect is reluctant or unresponsive.
The reluctant prospect is thinking, “I need this solution, but I am not ready yet.” When you get this type of reluctant prospect, you need to sharpen your follow-up skills because these prospects really do want to work with you, but there is something getting in the way. This could be timing, money, fear, or something else.
No matter what it is that is holding back the reluctant prospect, you know when you are working with this type because they are super responsive. They’re the ones that keep sending you emails saying, “Yes, I really want to work with you. I just need to do this.” Or, “Yes, we promise that we’ll be working with you. I just need to do that.” And they’re following up with you, reassuring you that they will absolutely work with you.
For the reluctant prospect, it’s just that there’s something that’s standing in the way. When this happens, don’t despair, because the person really does want to work with you. It’s just that the timing isn’t quite right yet. Your job is to keep on them, even if you feel as if you are hounding them. You are not really hounding them; you are just helping them get to the finish line. Don’t take yourself out of the race by not following up. Keep at it until they say yes or tell you they are not interested anymore.
The other types are the ones who are unresponsive. No matter how many emails you send or how many phone calls you make, you don’t hear from them.
When you encounter the unresponsive prospect, start sending what I call a “love note.” A love note keeps you in front of them by gently reminding them that you are available to solve their problem. Like the first example, it is all in the follow-up. Keep sending your notes until they say yes or tell you they are not interested anymore.
Whether your prospect is reluctant or unresponsive, it’s all in the follow-up. Many business developers get frustrated and stop following up. The fact is, if you really want these people to be working with you, then you need to follow up with them. You need to hold their hand so that they say yes to you, and only you, because you helped them get across the finish line.