Social Selling Education

What to do when a prospect tells you they need to “think about” your social selling pitch

So, you have set up all the platforms that you are going to be using for social selling and you have found your hot leads. You connect with them online, help them solve a problem, and put forward your product or service offering. The dreaded line that you get back from your potential client is… “Let me think about it”.

Don’t you just hate it when you think you have done everything possible to close a deal and the customer delivers that line? Why does a customer say he or she needs to think about it? When sales people hear that, their knee-jerk reaction is to follow up with, “I understand you need to think about it. When would be a good time to get back to you?” In other words, when would be a good time for me to pitch you again?

Once the potential customer stops engaging with you, the chances of them buying your product or paying for your service drops dramatically. The majority of customers will continue with their online activities and not give your sales pitch much thought again.

If you want to close the sale, you can use the following script: “Mr. Customer, when someone tells me they need to think about it, it can mean one of two things. Either they are not interested, or they are interested and not sure. Which one is it?”

Now you have given your customer an option. If they say they are not interested, then you can ask why your product or service does not fit their needs. If they are not sure, you can ask why and then tailor your response – whether through a direct email campaign or during your chat on the social media platform – to address their concern or block an objection. Not only can this information help you close your current deal, but you can also use this information to optimise your pitch the next time you are engaging with a prospect on social media.

Are you interested in social selling techniques and strategies to enhance your reputation and help you prospect for new leads? Socialsellingeducation.com offers a range of instructor training, social selling workshops and consulting services that can be customised for your business. Contact us for more information today.

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