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

TW,

Thanks for asking some more.

What do I think?

I wouldn't get to the end of this call. I would've hung up - and - made a mental note to NOT use your services again.

The problem is... you are trying to get them to give a flying farangi about you and your need to have closure of some kind. And that Ain't gonna happen in a month of Sundays. And you'll go crazy trying to make it happen - crazy like the photographer who tried to get a closeup of the horizon.

People care about themselves - not you and your wants. They are unreliable to others. They do not do/mean what they say nor say what they mean. They tell lies (ever sold a car... I'll come around, and what happens?). They have no respect for other people's property (ever lent a tool? got any dings from shopping carts and a note was left?). They are oblivious to what is going on around them (see people Stop at the top of escalators). Etc., Etc.

I doesn't matter what Flash was going through their head when they put up their hand and expressed their interest. It doesn't matter if they are past customers. It doesn't matter if you go to each others house for BBQ or meet once a week for Hot Chocolate at Denny's Diner. None of that matters.

And you need to learn to Let Go. Sure it's frustrating as heck - specially considering it's putting food on your table. But if it wasn't putting food on your table, you wouldn't be so... Desperate... to Make Them come to your way of doing things, would you? Let's face it... if you were on Hourly Rate your care factor would be zero. On hourly rate you'd still make the calls or whatever, because that's your job. But your vocal tonality would be different. Your sense of desperation/frustration would not be there. You'd be more neutral.

You want a script for past customers? Use this...

It's TW the xxxxxx. It's been 6 months since you last had yyyyyy and you're due again. Would like to schedule another service or wait another six months?

Now, despite claims of Make The Sale cause all you'll get in 6 months is another No... this gives them an Out. An out they can use back at you without needing to give a reason why, make up BS or just dodge the issue. (The same basic Script can be used in a Reminder Letter. But with a letter, just let them know they are due again and IF they think they need another service, to give you a call.

Dear Bob,

This is a friendly reminder letter to let you know your xxxxx is due again. If you think they need servicing again, please call me on 555-5555 to make an appointment.

Sincerely,

TW

I don't use tricks to make it appear urgent. Like... spots are filling fast so call me as soon as you see this or you may miss out. I don't use them because... I don't want them used on me, because we all know it's complete BS. (Same reason I give an out on the phone - because I don't want someone trying to get me to make a firm commitment right there and then.)

Michael Ross

But let's say Mr. Skjgklghgj DOES respond, and we chat + he's very interested (seemingly perfectly sincerely)... then it (soon enough) becomes impossible to get him to return calls + emails (no I don't launch dozens, etc.). What then?

Well, you might say, just ditch that lead, etc.

But that's the problem -- 99% of my leads are like that. Even the ones who DO end up signing up. The initiative on their side of the playing field is ZERO. Not near zero... ZERO!

I understand 'they' only care about themselves. I have no problem with that. But when THEY express interest (presumably because what I offer DOES give them what THEY want), then have crossed the line into 'hot' territory. But then they don't ACT hot, in terms of returning call(s).

There must be SOME way to set the groundrules about how the (THIS) biz relationship will be conducted. -- Even if those rules are not the normal rules they're used to (see again the case of the Australia dentist).

No?

-- TW

[Ankesh]

Thanks TW,

I was once involved in fund raising for a club I was a member of. We did very well in getting people to pledge for funds during a get together. Many people wrote their names and the $ they would give on a long paper.

But then, it was a all different game when we had to go and actually get the pledged money. Many people were now hesitant. We had to call on a few of them 4-5 times.

The error in our case was simply: we didn't close when the prospects were the most enthusiastic. Many of them pledged money because they were in a group setting. They really didn't want to give money. They were simply pressurized to save face.

Yes - its a problem in the sales technique. We could have used the silent tender way of getting people pledge money (would mean lower donations but also getting money from only those who wanted to give). Or we could have done a better job in persuading the people in why its in their best interests to donate - and get rid of some of their objections. And we should have definitely followed up within half a day of their pleding. Not on Monday - like we did.

It all boils down to the initial sales approach and the expectations that are set.

---

From what you've been saying, I think the problem is:

You have a strong personality while selling. That makes people raise their hands. But you are not covering all their objections. Their is a flaw somewhere in your initial selling technique. And thats why, on further thought, the prospects clamp up. They don't respond because they don't want to face you and be persuaded* again.

* It could be something as simple as speaking very quickly. Its a known way of pressurizing people to say yes. But always leaves them thinking later on - with a bad taste in their mouth.

----

I'm a bit surprised TW. Glenn so kindly offers to help to rewrite your script (which everyone who has read it has said its not that good). And you say "maybe"...

Were you just looking for validation?

The script he offers to write is about hot buttons. I don't see that as the problem (but maybe it is).

I'll give it a shot.

-- TW

PS: I like Glenn -- I think he's a very cool guy. I don't know if he remembers me, but I bought stuff from him way back (on ebay).