How many times have you sat at your desk, waiting for an email from a prospect you’ve spent weeks nurturing? When it finally arrives, you’re met with a message like, “Thanks for meeting with me, but we’re going to go in a different direction.”
What do you do now? Mark Burdon, a certified content marketer, says you should first remember not to take it personally. Just because someone isn’t on board now doesn’t mean the door is closed forever. Then, you should respond with professionalism and empathy. We share some of his ideas in this issue of PromoPro Daily.
- “Thanks for your time.” This is the breakup reply, Burdon says. It signals that you’re ready to leave the prospect to figure things out on their own.
- “If money and resources were no object, would you be willing to start with our product today?” This helps you get to the root of the issue. Take price out of the equation and explore any issues the prospect has with your promo solution.
- “Can we discuss what’s holding you back?” Burdon recommends getting the prospect to talk on the phone, if possible. This can help you better address their hesitation and work to find some middle ground.
- “Have you adjusted your purchase timeframe?” Sometimes, prospects want to buy promo but they’re not sure they can move forward now due to factors like budget or other resources. Depending on their response, Burdon says you might consider offering some flexibility to meet their needs now.
- “What are your company’s other priorities right now?” It’s important to get the whole picture, Burdon says, so you can tell how much of an impact your offering can make right now.
- “How can I help you get the resources you need to sell this to the final decision-maker?” Maybe your prospect isn’t getting buy-in from their boss or other stakeholders. Find out how you can help them get that internal buy-in.
- “Is [X goal] no longer a priority for you?” Burdon recommends tying in your solution to a tangible goal you’ve already discussed with the prospect. This question moves the discussion away from the actual purchase and back to how your promo offering can improve your prospect’s business.
- “What happens to your goals if you don’t act now?” When you get a rejection email, asking this question can help your prospect realize that your offering can truly help them solve their problems. It just may get them back in the conversation.
- “If I call you back next quarter, what circumstances will have changed?” The prospect may be in the middle of a busy season and doesn’t have time to talk with you now. Asking this question can prompt them to evaluate what will be different in the future. You may learn that the timing is off or that the prospect is just stalling.
When you get a sales rejection email, try responding with one of the ideas above. Rejection is part of the job sometimes, so stay resilient and experiment with different strategies and approaches.
Compiled by Audrey Sellers
Source: Mark Burdon is a certified content marketer and contributor to the HubSpot Sales blog.
