Always Leave The Door Open!

Always Leave The Door Open! 

For me it’s always disappointing to have a door closed by a potential prospect.
In all my years of selling I think there have really only been a handful of folks that, I believe, have behaved really poorly and that I was quite happy to never have to deal with again!! On the whole, however, most people were really decent, and I hated that, although there was an objection I couldn’t overcome or a presentation that didn’t turn onto a close, that the opportunity seemed lost forever. (Especially when a lot of work had already been done in advance!!)
Finding a way of “keeping the door open” became somewhat of a project for me and I might have found a possible solution….
Unfortunately, it’s not a 100% fix and you’ll never be in a place where you are closing everything and retaining everybody – but over the years my ratio of keeping my client’s open to another chat or meeting has started to rise quite dramatically.
My strategy is also based on the theory that just because someone didn’t buy today, doesn’t necessarily mean that they will never buy!!
So, what do I want in that situation … ??
I’d love to have another opportunity to re-engage with my client and possibly revisit the situation and give us both another chance to re-evaluate our previous decision!!
So … watch out … Mantra -time … !!!

ASK! ASK! ASK!

Let’s assume you made a presentation and, for whatever reason the client has decided NOT to go ahead with your recommendation!!
Not a problem Mr / Mrs prospect, I totally respect your decision – would you be open to me popping you a call in a month or two to see how things have turned out?
This “call to action” (which I think is soft and non-confrontational) can be applied in so many of our communications to leave the door open for further engagement.
In the covering email on a quotation….
If I’ve not heard back from you may I pop you a call on Friday morning to see if there are any questions or comments?
Folks. I’m fairly sure that there’s no 100 % closer “guru” out there – but in keeping the door open is going to give you way more opportunities to … help and assist your clients (and make some cash!) than if you don’t keep the door open!!
You can do this
Go for it!