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How to determine when to call a client back

I have this client who opnened a new Barbq biz. I met him at the grand opening and talked to him about advertising his business. he ask me to put together a proposal and he would get back in touch. I sent him 2 follow up emails and then later called him.. He stated he had not had a chance to look at the proposal,because he had not yet determined there marketing plan. He said he would look at the proposal and call me next week.. Is this a brush off.

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Permalink Reply by Jane K. Ashley on June 17, 2011 at 11:51am

I find that many prospects will ask you to put together a proposal for them, but it's really just a polite way of getting rid of you. Unless you have a budget that the client gives you, you can't put together a proposal for them. I suggest that you try to schedule an appointment to do a CNA to determine his target customer so that you determine which station that they need to run on and to find out his budget.

 

If you can't get an appointment, you really can't put together a proposal.

Permalink Reply by Jeremiah Rieke on June 24, 2011 at 7:05am

I would say that it probably is a brush off but that doesn't mean it's time to write them off, yet... You can still convert this to a sale but it's going to take some manipulation. I had the same thing happen a while back. After three weeks of him promising to look over my proposal and not returning my calls I finally got a hold of him and said "Listen, if you aren't interested that's just fine but I have other clients I've been talking to that I think this same campaign could be adapted to so if you don't want it let me know and I'll go give it to someone else." He jumped right then saying "No! Don't do that!" Threatening to take his advertising to the competition was the motivation that it took to get him to move and now he is one of my biggest advertisers. Not that it will work every time, nothing does but dangling something in front of your prospect then taking it away often works very well for me.

Permalink Reply by Kevin Rashad on June 28, 2011 at 8:31pm
Jeremiah, Loved this idea, I am learning not to take this personal and being tactful also. Thanks for the idea.I will definitely use it.
Permalink Reply by Roger Burke on June 24, 2011 at 10:17am
Could be, but I'd move to a more direct approach before moving on. With a new business he has lots of fires to manage, and that doesn't even count those in the BBQ's. He is probably very busy, as well as unsure of what's best for him media-wise. Ask for a meeting, (email is fine for this)  to go over the proposal. If he did look at it but found nothing urgent be prepared to offer him some sort of time-sensitive spiff to move him forward.  If he really did not look at it, getting the meeting with him to go over it forces him to give it time. Unless I am pretty certain someone is interested I will not email a proposal. If you really believe in your media, and the solution-based proposal you prepared, anything short of hand-delivering the proposal to go over it with the prospect seems weak, almost like telling your wife you're inspired to go on a second honey-moon with her, but choosing to tell her this via email. How much better to tell her this holding her in your arms.
Permalink Reply by Kevin Rashad on June 28, 2011 at 8:34pm
Thanks for the reply Roger, I have been at this Job for 21 days,and trying to develop a relationship with these new clients also.He is quite busy with the fires for sure. He is also trying to examine what is his best marketing approach. I am trying to be patient and also USING my ABC'S. thanks again.
Permalink Reply by Mike Brunel on June 24, 2011 at 2:44pm

 

Kevin

Yes, it's possible that he is brushing you off. The sale often starts right at that question "send me a proposal' it's not always easy to think about this at the time, but maybe next time you might want to say.

"Happy to send you a proposal but so we do not waste each other's time... let's schedule a meeting now to go over some specific questions I have on attracting new customers to your business."

I am sure you have heard this type of approach before, but it is about qualification... are they serious.

I find this question helps me and tell me very quickly if it is a brush off or not. 

 

Hope this helps...

 

 

Mike 

Permalink Reply by Kevin Rashad on June 28, 2011 at 8:37pm
Mike, I met him the first day of his grand opening. he was very polite then.I followed up with an email to wish him luck in his new business venture. And that I was putting together the proposal for him.So I did a little slow dancing with him so far. He just seems busy now, and is looking to make sure this is the right media vehicle for his business.I am new to this game and he is just one of the few prospects i have met with or talked to in 21 days. They are teaching me early,and I am glad for the experience.It truly is about developing a relationship first.
Permalink Reply by Mike Brunel on June 30, 2011 at 1:04pm

Kevin

 

Well done to you... getting back just on this feedback tells me you are doing the right things to be a great direct media sales person.

Just bear in mind to put a time line on this client to accept and work with you... if they do not want to move on... never be afraid to ask... "are we going to do business together?"

 

Good luck... 

Permalink Reply by Kevin Rashad on June 30, 2011 at 1:07pm

Thanks Mike. I will definitely start setting a time line. Also Because i have been trying to be tactful, i wll use the last line are we going to do business together...Thanks alot

 

Kevin

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