This is a familiar scenario for me. I have a need, and I’ve found a service that seems to fit it. I’m reading their website, all my questions are being answered one by one. Great! I just have one more question I need an answer to before I spend a ton of money on their service though. So I navigate to their contact page, find an email address or a contact form, type my question in, give them my email address to respond to…and bam, now just waiting for my simple answer…almost excited that I’ll be handing them a ton of cash tomorrow once they answer me.
Then comes the almost predictable answer:
“Thanks for your questions, my number is (555) 555-5555, give me a call and we’ll talk about them! Thanks!”
My next thought: #$%^ You. I just asked a simple question, and you won’t even answer it unless I jump through your sales hoops? Once you get me on the phone you have a better ability to sell to me, eh? Well guess what ups the conversion rate even more than that? Answering my questions.
You know what type of sales pitch works best on me (and everyone else)? The pitch that answers my questions. The normal problem is that you never truly know which questions are in the person’s head when you’re giving them a sales pitch.
But I just told you “Hey, salesman: these are the questions I need an answer to. No wining, no dining, I’m easy as they come. I want to give you an easy commission, I just need to know one more thing.” and you reject me. You tell me: “No, I will not allow it to be that easy. I must waste your time with a sales pitch to you over the phone, even if you’re already sold except for a few simple questions.”
We Don’t Do That Crap
If you ever ask us a question, we’ll answer it or do our absolute best to come as close as possible to answering it. If you want to talk over email, we’ll talk over email. If you want to chat on the phone, we’ll do that. There is no more effective sales technique than telling people what they need to know when they ask; without attaching strings or pulling them into higher pressure pitches. I truly believe that.
Do you have any suggestions to sales staff for how to actually sell to you? Comment and let me know!