[vc_row][vc_column width=”1/2″][vc_column_text]When it comes to winning the sales game and creating a strong competitive advantage, knowledge really is the foundation of power. Again, it only becomes power when it’s put into action, but knowledge is the fuel that powers action and the steering wheel that helps ensure you’re moving in the right direction (and not off a cliff).
One very powerful information-gathering (and sales closing) tactic is to send a follow up questionnaire (via email or text) to prospects with which you didn’t reach agreement immediately after the appointment.
As we covered together in an earlier module, prospects who don’t buy often have concerns and objections they don’t want to share with the salesperson. Especially if their concerns were about the salesperson. So wouldn’t it be great if you had an automated mechanism to help you discover what their real concerns are so you can address them? Of course it would!
So here’s your Action Item. First, create a short follow up survey for pending prospects and set it up on your website. On that web page, include a sincere “Please help us help you” video from the owner, video testimonials from satisfied customers and other emotion-based messages. Be frank and open about the concern that the prospect voiced and target that directly on a specific web page. For example, you’ll send all your “I want to think it over” prospects to a specific “think it over” web page, with targeted messaging and a survey for that group.
Once your pages are set up, send appropriate emails to your prospects with links to the survey. When responses come in, you will have the information you need to take the next step.[/vc_column_text][/vc_column][vc_column width=”1/2″][vc_single_image image=”17477″ img_size=”full” add_caption=”yes” alignment=”center”][/vc_column][/vc_row]