You've made a follow-up call to a potential client, but they seem bored, distracted, or uninterested in what you have to say. How do you handle this situation without losing the opportunity or sounding pushy? Here are some tips on phone etiquette for dealing with a disinterested client.
The first step is to figure out why the client is not engaged. Maybe they are busy, have already made a decision, or need more information. You can ask open-ended questions, such as "What are your main challenges right now?" or "How do you feel about the solution we discussed?" to get them to talk and reveal their needs and concerns.
I would validate their concerns, humanize the call, and let them know i understand how they feel. Ask about their challenges. Listen and clarify their desires
Based on the client's response, you can adjust your approach accordingly. For example, if they are busy, you can offer to schedule another call at a more convenient time. If they have already made a decision, you can congratulate them and ask for feedback or referrals. If they need more information, you can provide it or send them a follow-up email with relevant details.
One of the best ways to keep a client interested is to show empathy and value. You can do this by acknowledging their situation, expressing interest in their goals, and highlighting the benefits of your offer. You can also use stories, testimonials, or case studies to illustrate how your solution can help them solve their problems or achieve their desired outcomes.
The ultimate goal of a follow-up call is to move the client closer to a purchase or action. You can do this by asking for a commitment, such as a trial, a demo, a meeting, or a referral. You can use a soft or a hard close, depending on the client's readiness and interest level. A soft close is more subtle and suggestive, such as "Would you like to see how our product works?" A hard close is more direct and assertive, such as "Are you ready to sign up today?"
Regardless of the outcome of the call, you should always end on a positive note. You can do this by thanking the client for their time, summarizing the main points, confirming the next steps, and expressing your enthusiasm and confidence. You can also ask for feedback, suggestions, or questions to show that you value their opinion and input.
In addition, consistency at what you do is important, and show that you are consistent. People are always watching. The more consistent you are, the more you gain mastery, the more you grow, and they are seeing it. Remember, the client that was disinterested today will be interested tomorrow, and the moment the interest comes up, guess who comes next in mind? You!????