How often have you found prospects who tick every box for your offer but not been able to close the sale? It doesn’t matter how much time you spend nurturing the relationship when it comes time to make the deal, they run a mile.
All those hours you spent building great rapport are wasted if they won’t commit. Did you say something wrong? Should you hang on just a little longer? It’s easy enough to go around in circles with these types of prospects.
On paper, they fit the profile of your ideal client. In reality, you’re ignoring the clear signs that make it obvious you’re talking to the wrong prospects.
Sign 1: They’re asking too much or too little
There’s a difference between going the extra mile and becoming their digital butler. Yes, you want to prove you can deliver, but you shouldn’t jump through every hoop they present. There should be a clear understanding of the outcome and what’s needed to get there – on both sides.
A lack of interest isn’t your prospects playing hard to get. Sometimes, it might be because they don’t fully understand the value of your offer but this is easily overcome if it is the case. If they’re not asking the right questions then it’s because they don’t actually have an interest in what you sell.
Sign 2: Your service doesn’t actually solve your prospects problem
Sometimes, people don’t know what they want and they confuse services because of this. For example, let’s say you help people develop effective marketing strategies but what this prospect really needs is a graphic designer. You might be able to point them in the right direction but you won’t be able to solve their overall pain.
This is why getting to know your prospects on a personal level is essential. From their content or the content you’ve seen them interact with, maybe it seemed like your expertise was needed. However, once you get to know them, it becomes clear they need another service you don’t provide.
Sign 3: They’ll take the freebies but never commit to a price
Offering free value to people will help you build trust and showcase your expertise to potential prospects. It gives them a teaser of the service you provide and what their lives could potentially be like with it. If your prospects show an active interest in this value then it means they will most likely be willing to commit to a service that provides more.
However, you should only have to prove your expertise a handful of times before your prospects want to make a deal with you. It doesn’t matter how desperately they need the service you provide, you can’t force someone into a sale. So, don’t waste your time committing to someone who isn’t willing to commit to you.
Use your time more wisely
If you’ve had enough of chasing leads that end nowhere, join us for the Growth Titans Summit on May 13th. Dave Falkner is one of the seven business growth experts speaking at the event and he’ll help you reach prospects who are ready to buy with a smarter, high-impact approach to marketing, sales and conversion. No more chasing leads, no more being ignored – just a strategy that brings clients to you. Get your ticket now.