People like you. They are impressed by you. They like your industry knowledge and love your product.
So, they tell you to follow up with them. Because, they like you and your product.
A few follow up calls go by and they haven’t bought yet.. But you keep having conversations with them because they seem on the verge of buying… You know because they like you.
STOP this right now. Just because they like your product doesn’t mean they are going to hand over their credit card and buy from you. Especially if it is a significant purchase (over $1k).
You must ask them to buy from you at the end of each conversation. Don’t let the conversation drag on for more than 45 minutes without asking them to start doing business with you.
Get to the real objections. Find out why they really won’t buy from you. These will only come out when you ask them to pay.
Don’t waste time in the friend zone. Get to the real objections quickly and close the deal.
A NO with legit objections is far more valuable than a prospect on a 10th Follow Up call.
Things to say to get out of the friend zone:
- What will it take for you to buy this product today?
- You like our product, right? You like me, right? So, let’s make this official. Can I have your credit card info so we can get this going now?
- I understand you need to talk to your boss. When you ask him, are you going to tell him you need this product and we should sign up today?