“So, Call Me, Maybe?” Won’t Win Them Over

One of the reasons many service-based women entrepreneurs struggle a bit with sales is because they don’t want to seem too aggressive or pushy.  In fact, I would say most people don’t want to be perceived as pushy, but women, in particular, really seem to worry about this.  So instead of being direct, many women “kinda sorta, but not really” ask for what they want and,  as a result, leave a lot of their sales success up to chance.

They also assume a lot in the sales conversation because they don’t want to ask difficult or probing questions. Regrettably, this behavior totally diminishes the power of the conversation because one of the most critical skills in selling is the ability to ask deep, sometimes bold, powerful questions.

In addition, it’s not uncommon for service-based entrepreneurs to use the wishy-washy “So, call me, maybe?” approach to closing sales. You’ve experienced this approach before if you or someone else you’ve heard has ever said, “Give me a call if you would like to work with me.” Unfortunately, the “Call Me Maybe” approach only works if you are pop singer, Carly Rae Jepson.  The rest of us have to be much more clear and direct when making our offer (and throughout the entire sales process).

If you’re frequently hearing “maybe” or “I’ll think about it” after your sales conversations, there is probably an air of vague confusion surrounding your sales process.

Much of your sales success hinges on clarity.  You and your potential client must be on the same page at all times and that requires effective direct communication.

I teach an entire course on how to master the client enrollment process and  how to have effective sales conversations that result in hearing “yes” more often, but there are some things you can do right now.

Here are 5 Tips to Decrease the “Maybes” and Increase Your Sales:

1) Clearly present your offer. Practice making your offer so that it is clear, direct, and concise.  A confused mind, says “maybe” or “I need to think about it” which usually turns into “no.”  Tell them exactly how they can work with you, what they will get when they work with you, and walk them through the next step in the process.  Don’t say, “Call me if you want to get started,” tell them how to get started now. Remember: “Call Me Maybe” closes don’t work.

2) Clear up the confusion in the moment.  If you presented your offer clearly and your prospective client says “maybe” or “I need to think about it,” address their concerns and find out what additional information they might need to make a well-informed decision–addressing their needs and concerns  is the whole point of having the conversation.  They aren’t going to get more information about your services after your meeting, so answer their questions now.  If they need to present the information to someone else before making the decision or take a look at their budget, then offer to follow-up with them–don’t leave it up to chance.

3) Book the follow-up appointment on the spot. If your potential client is a definite “maybe,” schedule the follow-up appointment and contact them on the agreed upon date and time.  Remember: No “Call Me Maybe.”  People get busy and will put off making even the most urgent phone calls.

4) Assess where they are now.  In social work school, the first thing they teach you is to meet your client where they are. Sometimes you’ll hear “maybe” from potential clients because they aren’t in the right stage of the Buying Process. Ideally your prospect should be at the stage of “Purchase Decision” but they might still be in the “Checking out Alternatives” phase.  And as a service-based entrepreneur that helps people with a type of transformation, you also have to assess where the prospect is in the “Stages of Change.” Ideally, they should be in the Preparation or Action stage but they might be stuck in Contemplation stage.  To decrease “maybes,” assess were prospects are prior to the sales conversation. If you want to make the most of your time and succeed at sales, you also need to know how to qualify and disqualify people.

5) Raise their awareness to raise their motivation.  One of the ways to shift someone out of ambivalence is to help them weigh the pros and cons of staying the same versus taking action.  Acknowledge the difficulty they are having in making the decision and then help them to look at the costs and gains of each scenario.  If your service is worth investing in, the benefits of working with you will always outweigh the value of staying the same.  Selling is all about serving and it’s always in your client’s best interest to help them make a thoughtful decision versus letting them struggle with indecision.

Follow these tips and you won’t be hearing “maybe” anymore!

I’d love to hear your thoughts on eliminating the “maybe.” Please share your comments below!

Do you need help getting more sales and serving more people? Click here to sign up for your Complimentary Profits and Impact Session.

 

About Tiffany deSilva

Tiffany deSilva is the founder, CEO, and visionary leader of BrightFire Women’s Business Network, LLC.

BrightFire Women’s Business Network is the premiere sales training and coaching resource for service-based women entrepreneurs who want to increase their sales, serve more people, and change more lives.

Feedback & Comments:

  1. Great action based tips to really focus people on keeping the ball in their court and getting a yes!

  2. I think the key point you made is really qualifying people to even have a sales conversation in the first place. That alone, as you said, increases your closing prowess!

  3. Really great concrete advice! This one is particularly helpful…help them weigh the pros and cons of staying the same versus taking action and I find it works really well for me.

  4. Great tips. CLEARLY inviting prospects to take the next step and become paying clients/customers is one of the KEY components of my marketing/copywriting formula. By being clear and letting people know what they can do to move forward you will definitely attract more business.
    Write on!~
    Lisa Manyon

  5. Heidi Alexandra Pollard says:

    So great that you point out what is often holding many people back in business – asking for the sale. Being passionate and clear has nothing to do with being pushy however if we are wishy-washy as you say we will always get a maybe. Why? A confused mind always says no!

  6. These are great tips to follow. The thing about sales is in reality we are always selling in our daily lives are we not?

  7. Great advice and really good tips. I love the concept of raising their awareness to raise their motivation. The more educated they are about what is going on with their situation the more they realize that they DO want to make a change.

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