When do you give up on a customer?

The network exclusively for small and local businesses

A question was recently asked about when to give up on a client or

prospect.

Here’s what local business owners had to say…

The network exclusively for small and local businesses

1.“Never! I've had some buy/sell 2+ years after initial contact.

You never know what may happen in their lives to prompt them to buy/sell.

Put them on a drip campaign.”

2.“I don't know if you ever just "give up".

Maybe instead of calling on them once a week, or bi-weekly, you cut it to once every 6 weeks or once a quarter, just to check in…

…you never know when they will have a change of heart”

3.“Never give up on a potential client. Stay in contact occasionally. If you are confident in the product and service you provide, then they will eventually become a client.

Consistency is key. Everyone is a potential client.”

#BeTheExample

4.“There are a lot of variables here that come in to play.

I typically will not completely write any one client off until they have communicated to me they no longer need services from a Realtor.

They bought already, plans changed on moving, etc.”

5. “The question may need to be rephrased : how much time should you spend on following up on a prospective client who is not responding or undecided. This depends on your examination of risk vs. return on investment - which can be garnered over time.

Also, you need to evaluate the typical sales cycle in your industry. Now to answer your question - never - never give up on people.

They may need time and you may need to give them space…but never philosophically or logically give up on them - that is my invitation - because that way of being and that approach makes business more human and more compassionate and attracts more people to work with you as team members and clients - you start occurring as someone who has focus on the bigger picture rather than as someone who marks up their resume or portfolio of business trophies.”

6. “Never.

You learn how to handle with kid gloves.

Give them space while staying in front of them. Space you drip campaigns out as not to be a bother but still enough to be a presence. Send them holiday tips, local events and fun stuff don't always pound them with strictly business.

Show them your human.”

7. “What a great question - I found an amazing list of about how we are as humans. Sometimes it takes us longer than what might take another to buy in to an offering.

I believe that if you have an offer beneficial to your prospect - then your "job" is to merely show you are making a stand for the prospect will let them know you care about their well being. You want to help them and know you can. Multiple touch points - nothing intrusive.

I use my own follow up pigheadedness example with a prospect - it took 10 years…Then they hired me!”

8.“It doesn't take me long to figure out whether a client has truly called me for my work or is just shopping for the best price. I let clients know from the beginning that I don't compete with the quality of my work. My price is what it is. I am a professional artist and know my costs and simply don't kick around that like a set of old tires on a used vehicle. (my clients respect that).

The second thing is I don't give free estimates. My time is too valuable and I charge for it, just as a plumber charges for a service call. At this point this usually differentiates myself from a faux painter. I have been painting for nearly 40 years and have had two successful paint contracting businesses. Much of my experience has been learned through family traditions that has been passed down for generations.”

9.“For me, being in several related businesses, I always try to find out what a prospective client is looking for by qualifying them with a series of questions that enable me to ascertain whether it is worthwhile for me to invest my time. There are many scenarios that can take place that help me make my decisions and my aim is to quickly build trust and confidence in how I'm offering my services.

Having been "around a few blocks", I know when people might be fishing for information or they truly have interest in what I do and what I offer. My goal as always is to keep everyone satisfied as best as I professionally can and in most cases even get names, numbers of people they know that can benefit from what I offer and do!!

There are those that no one can can please and we all know this....all I can simply do is to continue to be the best I can be and.......NEXT!”

10. “One must know the difference between a suspect and and prospect.

Initial contacts are suspects that must be qualified. Despite how great or our belief in our product/service not everyone is a candidate to buy.

To qualify as a prospect your product/service must fill an actual need, the contact must be the decision maker (can write the check), and most importantly they must have the ability to pay you.”

11. “All purchases are made based on perceived value. Regardless of the words used prospects only give 3 answers: don't need it, don't want it, can't afford it.

A sales presentation must provide the perceived value to answer each of the 3 reasons. Presentations address 4 basic areas- problem- what need are you addressing-get confirmation it exists for your prospect, desire - create the desire to address the problem, solution your product/service, close offer a way for them to fulfill their desire to solve the problem.

Closing questions should always offer alternatives that result in a purchase. e.g. will you be paying by check or credit card? either answer is a sale. Do you want to pay monthly or annually? Etc.”

12.“As do most entrepreneurs, I have a system for follow-up. Also, I know the length of time from meeting me or hearing my presentation/seminar/workshop to becoming a paying client. Of course not every one of these folks (described herein) become paying clients but I know that it's common enough for some people to sit on the fence for 2 years. Repeatedly I see this time-frame. So ... I never give up; nor do I burn myself out in following up.

I'll follow up in a couple of weeks a couple of times; then after a month; then a couple times after 3 and then after 6 months and then after a year. That said, it's rarely my direct call to them that has them say YES, now is the time. It's frequently that they then reach out to me saying they want to continue our earlier discussion. During these follow-ups I leave phone messages or it's a personal email saying I'm checking in to see where they are in their decision-making process.”

13. “I think for everyone it's important to KNOW the time-frame within which their prospective client becomes a paying client. Then, take the longest time, and be sure to actively stay in touch for that long ... at least.

And in between all of these touches I mentioned above, they are receiving my weekly broadcasts so each time I reach out to them I can see what their history of activity is in opening our broadcasts and in clicking through the broadcasts to my website. THIS INFORMATION speaks volumes!”

The network exclusively for small and local businesses

Click below to see the whole conversation on Alignable!

http://bit.ly/2egL1im