Recently I read a fantastic blog by JoAn Majors on working with indecisive prospects. One key point she made was that not everyone you meet with is the decision maker. Often, you will run into a prospect that needs more time or needs to clear the decision through the actual decision maker. These prospects, she says, should be handled with more care.
She calls this type of indecisive prospect a "walking, talking marketing tool." I couldn't agree with her more! This type of prospect is the PERFECT example of an opportunity when your marketing materials really have to make an impression. Sure, this person meets many people a day. That's why you need something unique - something expressive - to reach out to that prospect and make your service or brand stand alone!
Structuring your presentation is key, and Ms. Majors points out how the structure of a presentation to an indecisive prospect should be loose. It shouldn't restrict the person to saying YES when they clearly cannot commit. My sales tip is to structure your presentation into giving things - your promotional dynamite - away, so that the prospect is neither saying NO or YES, but THANK YOU!
What better way to make an impression!
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