Tuesday September 3, 2019
If you've been in business for any length of time, you've probably had this happen to you at least once:
You were talking to a client who sounded like a great fit, and you both realized that this person needed your product. You directed them to your sales page, invited them to book a call, or otherwise encouraged them to take the next step... only for them to respond with the words some businesspeople have come to dread: "I'll think about it."
If you've heard this more than a couple times, it probably makes your heart sink, because by then you've learned that when a potential client says "I'll think about it", that often means "I'll forget about it".
Why do clients say "I'll think about it" instead of buying?
There are a few reasons why this might happen:
1. It's a big decision that involves a large commitment of time and/or money, and they really do need to check their finances and calendar to make sure they can do it.
2. They aren't the only decision-maker involved, and they need to consult with the other decision-makers first.
3. They aren't sure whether they want to do this or not, and they need some time to mull it over. This often means you haven't fully persuaded them that your offer is necessary and worth the investment, which makes there's a high probability that they won't make a purchase.
4. They DON'T want to buy this product, and they're trying to excuse themselves from the conversation politely.
How do you turn "I'll think about it" into "yes"?
Here are a few methods you can use, and principles to keep in mind:
1. Don't start dumping a huge list of selling points on them.
If they're saying "I'll think about it", they're trying to detach themselves from the conversation, and attempting to force them to stay through sheer force of continuing to talk will only annoy them, tell them you care more about the sale than you do about them, and make them feel like they're being held hostage by social customs that forbid walking away while your conversation partner is in mid-sentence.
2. Thank them for their time, and ask if they have any questions or reservations before they go.
If they need to think about it, clearly there's something about the conversation that's left them undecided. By inviting them to tell you what's holding them back from saying "yes", you create the opportunity to clear up any confusion or misunderstandings that may have occurred, and to address any concerns that could cause them to say "no" after you've parted ways.
While you're doing this, don't think of this as a last-ditch opportunity to make a sale. Instead, focus on serving your potential client by giving them the information they need to make an informed decision.
This attitude of service will show up in your tone, your body language, and the way you phrase things, and will create a connection, whereas an attitude of "I'm trying to convince you to pay me" will make you more likely to come across as pushy or predatory.
3. If their concern is something that can be resolved on the spot, try to help them reach a "yes" or "no".
Once again, it's important to approach this interaction from a position of service. Explain to the potential client that when people say "I'll think about it," they often get so tangled up in the busyness of their day-to-day lives that they forget what's available to them, and they end up continuing to have the same old problems again and again for years when they could instead have spent those years living free from those problems.
Help them to understand that, while you don't want to pressure them into saying "yes" if it isn't a good fit, you know this is an important window of opportunity in which the information and solutions they need are right in front of them.
Also explain that, whether they buy from you or not, it will benefit the client to get clarity regarding how big a priority their problem is, how badly they want a solution, what kind of solution they want, and whether or not they believe it's worth taking action to get the solution at this time. This will empower them to make more confident and informed decisions about their life, because they know what their priorities are and what they're willing to do about it.
Once you've conveyed this to the client, assure them that they're free to ask any questions they may have, or share any concerns or reservations that might be holding them back, if you haven't already.
4. If the problem CAN'T be resolved right now, schedule a follow-up call or appointment.
Sometimes, extenuating factors create a situation where they simply CAN'T make a decision right away. If they need to check their calendar or financial information, talk to a spouse or business partner, or otherwise consult an outside source of information, they might not be able to do that on the spot.
In situations like this, it's important to schedule a follow-up appointment. If you ask them to follow up with you when they've made a decision, they probably won't do it, even if they say they will.
So before you walk away from each other, hang up the phone, or otherwise end that first conversation, schedule the date, time, and contact method for your next appointment. Also ask them to please make sure that all the decision-makers will be there, so you're less likely to end up with a scenario where one decision-maker is convinced, but they're unable to persuade the others because they can't describe your offer as effectively as you can.
By using these steps and principles, you can greatly increase the number of people who say "yes" instead of "I'll think about it."
Do you want more leads who are ready to say "Yes"?
One of the best ways to get leads who are ready to take action is to receive referrals from other businesses that serve the same client in ways that complement your offer.
If you'd like to learn how to get more referrals WITHOUT doing a lot of extra networking, and turn more of those referrals into paying clients, email me today at [email protected] to schedule a free consultation.