What are some best practices for following up with prospects who say "maybe" or "not now"?

1 Understand their reasons

The first step to handling objections and rejections is to understand why the prospect is hesitant or resistant. Is it a matter of timing, budget, authority, need, or something else? You can use open-ended questions, active listening, and empathy to uncover their pain points, goals, and motivations. Don't assume you know what they want or need, but rather ask and confirm.

2 Provide value and proof

The second step is to provide value and proof that your solution can solve their problem or help them achieve their desired outcome. You can use stories, testimonials, case studies, or demonstrations to show how your product or service has helped similar customers in similar situations. You can also use social proof, such as reviews, ratings, or endorsements, to build credibility and trust.

3 Address their concerns

The third step is to address their concerns and overcome their objections. You can use the feel-felt-found technique, which involves acknowledging their feelings, relating to their situation, and presenting a positive outcome. For example, "I understand how you feel. Many of our customers felt the same way. But what they found was that our solution saved them time and money in the long run." You can also use the LAER model, which stands for listen, acknowledge, explore, and respond, to handle objections in a respectful and collaborative way.

4 Ask for commitment

The fourth step is to ask for commitment and move the prospect to the next stage of the sales process. You can use trial closes, such as "How does that sound?" or "Does that make sense?" to check their interest and readiness. You can also use assumptive closes, such as "When would you like to start?" or "How many units do you need?" to imply that they have already decided to buy. The key is to ask for a clear and specific action, such as scheduling a demo, signing a contract, or making a payment.

5 Follow up and nurture

The fifth step is to follow up and nurture the prospect until they are ready to buy. You can use email, phone, or social media to stay in touch and provide relevant and helpful information. You can also use reminders, incentives, or scarcity tactics to create urgency and encourage them to act. The goal is to build rapport, add value, and maintain interest.

6 Learn and improve

The sixth and final step is to learn and improve from your experience. You can ask for feedback, testimonials, or referrals from your customers to gain insights and improve your sales skills. You can also analyze your performance, identify your strengths and weaknesses, and seek coaching or training to enhance your relationship building abilities. The more you practice and learn, the better you'll become at handling objections and rejections in sales.