I go through this horse manure 3x per year -- any suggestions?...

Dear TW,

Thanks.

You might use a few proven Script Questions to Find Out What each person WANTS. Then give it to them.

For example:

Please answer these 3 Hot Button Questions. Then I'll Adapt Your Answers to show you how to use Hot Buttons to link what THEY WANT to what you Sell.

- I learned How to Do This from a mentor - named Walter Hailey - who started, took public and sold 4 companies grossing 3 billion in sales.

QUESTION #1 - What do You ENJOY Most about the idea of turning Warm/hot Prospects into RED HOT Customers?


Q #2 - What do you DISLIKE Most about Losing OVERJOYED PREVIOUS CUSTOMERS?


Q #3 - IF You Had a MAGIC WAND and Could FIX This, what do you Want Previous Customers and Warm/hot prospects to do?


ACTION SUMMARY:

Ok-dokey.

Please gimme your answers to the above 3 Hot Button Script Questions. And I'll show you how to LINK your answers back to something you want to sell them.

Based on what THEY think is IMPORTANT. Not what you think.

Thanks,
Glenn

P.S. - Once I know EXACTLY what you want your PREVIOUS Customers and Warm prospects to do. Then I'll write a script -RIGHT HERE- you can Test with your recalcitrant clients.

100's of my customers make MUNNY with variations of this Hot Button process.

Should work for you too.


-- TW

PS: Again, I don't have a problem with totally COLD prospects ignoring me -- it's the ones who EXPRESSED AN INTEREST and/or OVERJOYED PREVIOUS CUSTOMERS who ignore me that boggles my mind. The warm-hot prospects.[/quote]

I'm not really having a problem identifying what the cust's want. I'm not having trouble convincing them that I have their solution.

That's all sales stuff.

I'm trying to improve the GAME (the selling INFRASTRUCTURE itself).

I have the right music + lyrics.

I'm trying to improve (or redefine or reinvent) the DANCE.

All I'm trying to do is train them to RSVP.

That's all.

Cheers.

-- TW

Imagine this...

As a result of your marketing methods, 100 people raise their hand -- in the for of contacting YOU (not you contacting them) to express their interest. They give you their contact info, etc.

Then, as a dutiful sales servant, you contact them (you're responding to the interest THEY expressed).

Then you eventually discover that NONE of the 100 respondents show any initiative and NONE of them call or email you back -- EVER.

Then you discover that trait of not calling back is NOT an indicator of whether they are truly interested or not.

You also discover that if you DON'T keep all the initiative (read: you sit back + wait for them to finally call), it will result in NO sign ups.

There's the conundrum.

What would you do?

How to break the cycle of the marketer having to keep a FULL 100% of the initiative -- even (especially) amongst those prospects (+ previous customers) who have raised their hand(s)!

Just trying to clarify.

-- TW