When Clients Are Not Ready To Buy
Niraj Kapur
Overcome sales objections, ghosting and prospecting challenges. Personalised 1:1 Sales & LinkedIn coaching. Interactive Group Training. Influencer marketing deals with Salesforce, BRITA and Hubspot
I received this email below from someone who tried to sell to me in 2023, then followed-up in 2024. So much has happened in a year, I can’t remember the conversation or what was discussed.
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Neither will your prospects / potential clients.
Recently I wanted to hire a supplier for my business. I spoke to 4 people. In March, I wasn't ready to make the decision due to other important business needs and asked for them to call me back in June. Only one person called back. He got the business.
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Here’s how you can improve your chances of winning business when prospects are not ready to buy.
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1.???? Always Follow-Up.
You rarely win business on the first conversation. Relationships take time to develop and my business and most people I do business with, it’s about the relationship. Not how friendly you are (that helps) but how you much understand and care and can solve their problems.
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2.???? Subscribe to their newsletter
This helps you understand what they do and the changes they go through. If they don’t have a newsletter, make a note to check their website every few weeks for news, blogs or case studies.
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3.???? Share valuable insight that Helps Them
This doesn’t mean adding them to your own newsletter and talking about yourself. It means sharing information/insights that will help them do their job better or make them think. Personalisation is winning business right now, NOT copy and paste, automation or using LinkedIn Sales Navigator to spam people
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4.???? Remember Why People Buy
? To make money
? Save money
? Reduce stress
领英推荐
? Streamline operations
? Solve a problem
? Look good and feel good
? Be part of something bigger than themselves
? Beat the competition
One of these needs to be on all communications
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5.???? Never Stop Learning About Sales
I convert 60% of inbound enquiries which is high. When I pitch for new business against my competitors, I often win. I’m not more intelligent than the competition, I don’t outwork them and I'm expensive to work. The reason I win is partly because I care more. Mainly, it’s because I understand sales, study sales daily and most people struggle with sales.
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There’s over 30 blogs on www.nirajkapur.com from dealing with imposter syndrome to selling when times are tough - that will help you succeed more in 2024. Your email address isn’t needed and you don’t go into a mailing list. It’s there for you to learn, improve and do better in business.
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You can also find videos on building relationships here https://www.youtube.com/watch?v=ccJnsQlVEWg&t=23s
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Plus, the importance of being different here
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Please subscribe so you don’t miss out on new content https://www.youtube.com/@everybodyworksinsales/videos
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If you want to grow your business or improve your career working for somebody else, it's important to ask for help. That's how people succeed.?DM me or even better, answer these questions so I can help you https://nirajkapur.com/contact/
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?? International Business Developer | Retail – FMCG – Tech | ?? Value Centric Sales Strategist, Talent Growth Leader & Agile Advocate.
8 个月Loads of great points Niraj Kapur and thanks for sharing! I always keep in mind that TIMING is crucial! Buyers are not buyers all time round and being there at the right time with the right offer is essential...linking with your follow-up which enables it!
Strategic Partnerships Architect | Driving Collaborative Growth and Impactful Relationships | Business Development Expert | Certified Mindfulness Meditation Teacher
8 个月Amazing post, Niraj Kapur! Outworking your competitors is definitely a sure way to get things done. I'm of the same mindset: get up earlier, work smarter, make an impression, and make it count.
Coaching high achievers to shift their relationship with alcohol & replace it with life-giving tools of success and freedom using The Breakthrough BS Method? | Transformational Speaker | 11+ years sober
8 个月The fortune is in the follow up Niraj Kapur
Middle Eastern Business and Culture Specialist | Senior Strategic Adviser | Board Member | Keynote Speaker
8 个月And there seems to be more indecision than ever - thank you this worth its weight in gold!
Accelerating the Growth & Revenue of Regulated Professionals on LinkedIn?? · CPD Accredited LinkedIn??Training & Marketing · Employee Advocacy · Profile Optimisation · Lawyer (social media policy) · 5 x Citywealth Awards
8 个月The list of pain points is spot on (sorry, it sounds like AI, but it is actually me!) and made me think that I should actually incorporate more of this into my own messaging!