Six Crucial Ways to Bring Your Stalled Deals Appealing Again
Have you ever come across days when you are just about to close a deal, and suddenly the customer stops replying? I’m sure when that happens you feel like punching the screen as hard as you can. It’s completely normal, as B2B online lead generation isn’t easy. It takes hours and days to convince an individual to buy from you and when they back out at that last moment, its heartbreaking.
The deal got stalled, maybe because something went wrong. Either the customer found a better price for a similar product from your competitor or merely the prospect changed their mind. Regardless of the reason why that happened, it’s your job to reach out to them one last time as there is always hope. Wondering how? Here are steps to getting that stalled deal to convert finally!
1.Identify and Address the Cause
One of the first and most important things that you should work on is finding out why the customer stopped responding. Once you have the cause of the stalled sale, you can quickly figure out a way to counter this problem.
If the customer has changed their mind due to a change in their objective to buy your product, you’ll merely have to tailor your offer and see how you can make a better offer. On the other hand, if your prospect is waiting for an approval from their superior then, maybe you can provide them with more details on how buying the product from you can benefit their company.
2.Don’t Repeat Your Original Close
Don’t do what you did last time. When a deal is stalled, it’s merely pointless to retry pitching the customer with the same approach. The main reason being that if it were to work out, then the deal wouldn’t have stalled in the first place.
Therefore, this time you should try a different strategy and pitch with a new and fresh approach.
3.Make Your Prospect Feel they are in Control
Whichever method or style you choose to opt for, make sure that you are successful in convincing them that they are the ones in control. For example, if you can’t get a prospect to meet you at a time of your choice, give them a few options to choose from so that they can feel that they are the ones who selected the time. This enables you to walk on your own path and still manage to make your prospects happy.
4.Provide Exit Opportunities to Reduce Risk
Many customers back out of a deal because they feel insecure. Your job as an excellent B2B salesperson is to make them feel comfortable and risk-free. The best way to do that is by showing them the exit sign.
Don’t ever make them feel like they’ve fallen into a trap. You can do that by reminding them every now and then that they have a chance to reschedule a meeting or think over there decision. Even if they say yes to something, tell them to take a few days to be sure of it. This tactic will definitely build trust between both parties and give you a better chance of converting a prospect.
5.Leverage Social Proof
B2B online lead generation can get a bit challenging in today's’ world with technological development on the rise. – Especially, if you have lacked in developing a social and online presence. Therefore, to look competitive and authentic like all other major competitors, work on leveraging your social media marketing approach.
No matter which type of content you publish on your website, in order to succeed in qualified lead generation you need to share it all on your social platforms.
6.Reframe Your Offering
You can expect all prospects to be of the same mindset. Every day you’ll come across thousands of different people from all around the world. As an excellent B2B marketplace you cant expect to target them all the same way.
Your target audience needs to be distributed into various segments and demographics. After that, you should plan different techniques for each section. If one method doesn’t perform up to the mark, you’ll always have an alternative to play with.
In order to turn you’re stalled into potential leads, you need to follow the tips we’ve mentioned above. Qualified lead generation isn’t that easy, but you need to plan accordingly and make sure that you try your best to reduce the number of stalled sales.