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What are effective ways to follow up with indecisive sales prospects?

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You've done your research, made your pitch, and built rapport with your sales prospects. But some of them are still on the fence, not ready to commit, or asking for more time. How do you follow up with these indecisive prospects without being pushy, annoying, or losing their interest? Here are some effective ways to keep the conversation going and move them closer to a decision.

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1 Set clear expectations

One of the reasons prospects may hesitate is because they don't know what to expect from you or the next steps in the sales process. That's why you need to set clear expectations from the start and remind them of them in your follow-up messages. For example, you can tell them when you will call or email them again, what information or documents they need to provide, and what benefits they will get from moving forward. This way, you create a sense of urgency, accountability, and value for your prospects.

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James Roloff

Digital Strategy | Empowering Leaders in the Digital World | Expand Your Reach | Build Authority | Generate More Revenue
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Clarity wins deals. Let people know your process from start to finish. Then guide them each step of the way. This will give them confidence that they are on the right “path” to finding the solution to their problems.

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2 Provide social proof

Another way to overcome indecision is to provide social proof that shows how other customers have benefited from your product or service. Social proof can be in the form of testimonials, case studies, reviews, ratings, or referrals. You can use these to reinforce your value proposition, address common objections, and build trust and credibility with your prospects. For example, you can share a success story of a similar customer who solved a problem or achieved a goal with your solution, and ask your prospect how they relate to it.

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Tracy Bedwell

Want more sales? - I am your person! Create Leads | Close Sales | Grow Accounts with Sales Training and Sales Coaching. I have 25 trainers delivering training internationally in 8 languages.
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Having social proof visible, such as LinkedIn testimonials, client case studies on your website, online reviews is great as you can direct a client to them during or straight after the sales meeting BUT they must be kept up to date, fresh and recent

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3 Offer incentives

Sometimes, prospects need a little nudge to make a decision, especially if they are comparing your offer with other options or have budget constraints. In these cases, you can offer incentives that make your offer more attractive or reduce their risk. For example, you can offer a discount, a free trial, a bonus, a guarantee, or a limited-time deal. However, be careful not to devalue your product or service or appear desperate. Use incentives as a way to reward your prospects for taking action, not as a way to bribe them.

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4 Ask open-ended questions

One of the best ways to follow up with indecisive prospects is to ask open-ended questions that elicit their needs, challenges, goals, preferences, and opinions. Open-ended questions are those that cannot be answered with a yes or no, and require more thought and explanation. By asking open-ended questions, you can uncover your prospects' pain points, motivations, and objections, and tailor your solution accordingly. You can also use open-ended questions to engage your prospects in a dialogue, show your interest and curiosity, and demonstrate your expertise and value.

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5 Use multiple channels

Finally, you can increase your chances of reaching and influencing your prospects by using multiple channels of communication. Depending on your prospects' preferences and behaviors, you can use phone calls, emails, texts, social media, video calls, or direct mail to follow up with them. However, don't spam them with the same message or frequency across all channels. Instead, use each channel strategically and appropriately to deliver relevant and personalized content, reminders, and calls to action. For example, you can use email to send educational materials, phone calls to build rapport and handle objections, and texts to confirm appointments or send quick updates.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Neil McDonnell

Helping small businesses win federal contracts: AI Tools | Expert Guidance | Supportive Community
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Some will. Some won't. So what? This is what you need to keep in mind when dealing with indecisive sales prospects. The reality is, they already made their decision. It is no-sale. We just don't want to accept it. Read a book called 'Crossing the Chasm' and understand the Bell Curve that is defined. It tells us that: 2.5% of leads will jump at the chance to buy 13.5% of leads will buy but need a demo or two 34% of the leads will only buy after a 'friend' tells them your products / services are good 34% of the leads won't buy because they are 'indecisive' and really have not reason to change 16% of the leads will never buy your water even if they're thirsty. This article's guidance is misplaced. I say, don't pursue undecisive buyers.

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Kiril Duovski

I help brands and agencies get their stories in front of relevant audiences.
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I agree with Neil McDonnell, if you've tried all the mentioned options from this topic/article > the best would be to revisit the prospect in ±45 days. Reach out with a fresh perspective, follow the prospect's company page on LinkedIn, comment on their posts ... then reach out with a soft sell, and see if anything changed. No change, do it again in 45 days, and send them valuable market insights (without selling) ... The bottom line is to keep on it, lower the frequency until you get positive sales signals.

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Tracy Bedwell

Want more sales? - I am your person! Create Leads | Close Sales | Grow Accounts with Sales Training and Sales Coaching. I have 25 trainers delivering training internationally in 8 languages.
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I find by sending over free resources and downloads whilst they are making their mind up, keeps you top of mind and reinforces your standing as an expert

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What are effective ways to follow up with indecisive sales prospects?

1

2

3

4

5

6

1 Set clear expectations

2 Provide social proof

3 Offer incentives

4 Ask open-ended questions

5 Use multiple channels

6 Here’s what else to consider

Sales Prospecting

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What are effective ways to follow up with indecisive sales prospects?

1

2

3

4

5

6

1 Set clear expectations

2 Provide social proof

3 Offer incentives

4 Ask open-ended questions

5 Use multiple channels

6 Here’s what else to consider

Sales Prospecting

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