People are busy. Sometimes giving them a nudge to get a deal over the line is helpful. Most sales techniques in this regard though are over-the-top.
So, here are a few ways you can use to get deals over the line that are gentle, but clear.
Deals that are right on the line:
It’s important to know what incentive matters to your prospect. Otherwise, you’ll keep offering and get nothing. Note the empathy in the messaging (you’re busy) and the ownership questions (it’s up to you – no pressure – you have a choice). Also note that these are specific to nudging deals over the line – sometimes prospects need a small win.
- I know you’re busy, and I can’t imagine this would make any difference, but if I were to offer you net 45 terms, would that allow us to get an agreement signed today?
- I know you’ve got a lot on your plate, and I can’t imagine this would make any difference, but I want to try to help. If I was able to save you $1,500, would that allow us to get an agreement signed today?
- I know you’re busy, and I can’t imagine this would make any difference, but if I was able to add an additional session, would that allow us to get an agreement signed today?
Stalled Deals:
It is vital to find out first what matters to your prospect. Here’s a way to do it…
Hi – You’re likely spinning a lot of plates at the moment. Given the disruptive times we’re in, I want to help. I was wondering if there was a commercial incentive I could offer that would help you. Are you open to this, or should we just talk at a later date?
Deals that Have Gone Quiet:
When a prospect is not returning your calls or responding to your emails, the following is helpful…
Hi – I suspect you’re busy these days, juggling a lot of balls. This may not resonate with you at all, but I had an idea I wanted to run by you. Are you free to chat at 3:00 tomorrow, or 5:00 on Thursday?
Don’t try to close via email. The goal is to get your prospect on the phone. Offer two times.
Ends Matter:
As Dan Pink taught from his research in his book, When, ends matters. People like to wrap things up. You can leverage the end of the week, month, quarter, or year to help your prospect get closure.
Hi – I appreciate the work we’ve been doing together. Given your full plate, I can’t imagine there are any ways we could get an agreement signed by the end of month?
Use Voicemail Correctly:
Use voicemail carefully. Don’t ramble on or try to close the deal. Instead, keep it short and sweet. The following 15-second voicemail is quite effective. The goal of a voicemail is to get a response to your email.
Hi [first name] – it’s Ted. I suspect you’re super busy. If you could check your email and respond I’d appreciate it. Thanks, [first name]. Talk soon.
I have a 100% response rate on this voicemail.
As always, adapt the language and principles above to your situation and see it it gets better responses.
I hope this helps!