Do you have a large number of prospects on your target list, but do not seem to be able to make a single sale over quite a long period of time? Well, if the prospects haven't stopped taking your calls, but still do not seem interested in closing the sale, then perhaps you have already become a victim of the infamous zombie trap. In case you didn't know, this term refers to prospective clients, who are not really interested in closing the deal, no matter how good a rapport they share with you. They simply use your calls as a way of breaking the monotony of their lives for a few minutes. In the end, it is you, who loses his time, money and energy in calling up these zombies, which could have been used to get in touch with other, real prospects.
How to identify zombie prospects quickly
Truth be told - zombies are not easy to spot, unless you have been touch with them for at least some time. After all, even a genuine prospect may have to talk with you around 3-4 times before he (or she) makes a decision to buy your products or services. However, zombie prospects will almost always seem VERY interested in what you have to say. They will ask questions about your products and services, discuss how those can benefit them, and so on. Problem is - the moment you try to suggest that they try out one of those products or services, they will suddenly develop an indecisive state of mind. They will usually say that they need to think a little before they decide to buy anything from you. Many real prospects may also have a similar reaction, but if you are getting this same reply even after calling a prospect for 3 times or more, then chances are that the person you are chatting up is a zombie prospect.
What to do when you identify a zombie prospect
Well, first off, conventional wisdom suggests that you stop calling them, immediately. Call them up one last time, ask them to recommend your name to their friends (although there is very little chance they would do that) and hang up. That's it - just hang up! You will save money and effort, which you use to hunt down genuine prospects. In fact, if you are feeling particularly evil, why not find a way to get your competitors to think these zombies are actually viable leads?
So, are your prospects taking up your space and time and you're not getting paid for it? Maybe it is time to stop calling those zombies, and concentrating your efforts elsewhere. After all, when you are after sales, the only people who should matter to you are prospects willing to shell out money over your products and services, right?
If you would like to pursue a sales coaching, get in touch with The Sales Coaching Institute. They can improve your sales skills and performance.
Read More From Mark Hengry
|
