Question

Topic: Advertising/PR

How Do I Get Their Name Down On Paper?

Posted by Anonymous on 8/3/2009 at 1:06 PM ET 250 Points
I have a number of clients who have stated that they want to use my companies web design and development services.

We produce high quality work at unbeatable prices.

These companies, for one reason or another say they are not ready to do the deal, but that they are commited to using us.

What can we send them, perhaps something funny, that will get across the message that

1/ We really are the best.
2/ They will never get a more competative quote.
3/ We will make it easy, and only take a small amount of their time in the exchange of contrats, taking of brief.
4/That we are professional, no matter how crazy the letter/package seems.

So guys, what crazy idea will get their attention and get their business?
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RESPONSES

  • Posted on 8/3/2009 at 1:15 PM Member
    One option is to contact them and tell them that you want to be sure to get them on your calendar so that you can make sure you are available to them at a time that is mutually convenient.

    Perhaps you can send them something with a face of someone very disappointed, and how putting something on the calendar now will save them from that fate?
  • Posted by michael on 8/3/2009 at 1:47 PM Member
    Brian,
    I'm not sure "funny" is the answer. There is an objection to using you NOW and you need to ask what that objection is.

    Even if you use the old "...if it were not for X, would you sign the deal today?"

    There are many X's out there. You have to find the right one.

    Michael
  • Posted by Jay Hamilton-Roth on 8/3/2009 at 2:31 PM Member
    They are politely telling you that they're not interested. What you need to learn is what specifically they need to hire you. When in doubt, ask.

    Don't focus on crazy. Focus on professional.
  • Posted by CarolBlaha on 8/3/2009 at 4:43 PM Accepted
    You need to know how to close. Mark my words-- you will come back and find someone else closed your sale because you set them up-- you found their pain-- but they know how to close.

    You have created no degree of urgency. Why take action now? When you get to the point you are-- slam on why now.

    Then learn how to do the "assumptive close" the most powerful close I have in my toolbox. When they say "they're gonna" or even before they do-- you plop the contract down and turn it to them. Point with the pen on the line- and say "to move things along all I need is...."

    You will be shocked to see how few people pull back. And the few that do-- ask why -- and they'll give an objection. This won't be a true objection, only a stall-- then acknowledge it (don't insult them by saying its not relebant) and again -- close.

    Remember your ABC's -- Always Be Closing!

    And I know a lot of creative types will think this is smoke and mirrors, unprofessional, bla bla bla

    Selling is a skill to be learned. I see it day by day. I coach a professional-- and they set up another to close their sale-- cause the other guy knows how to create urgency, bring a call to action -- meaning CLOSE
  • Posted by CarolBlaha on 8/3/2009 at 7:49 PM Member
    to expand on randall's great post. Its not about you or your services-- its about your ability to close

    Think about it, they are in pain, they are in loss-- just take them out of their pain baby

    Sell Well and Prosper tm.
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