If you are in sales, you have probably heard that statement more times than you would like to remember — “I’ll have to think about it.”  When that phrase falls on your ears, you just go ahead and translate it to “no” in your head, don’t you(?)  I know I can react that way when it happens.  But of course you feel compelled to follow up with that prospect, to at least show that you are organized and diligent.  Plus, aren’t people like me always telling you that thorough follow up is essential?  Ugh, it feels like a trap at times — damned if you do and damned if you don’t.

Well here is a thought to help you strike the right balance.  First say this to yourself — “my time is valuable and my [product or service] is valuable too.”  This, of course, assumes that the prospect you are talking with is a good fit for realizing the value you promise.  Okay, hold onto that mindset.  You’ll need that in the front of your mind as you take this uncomfortable path…

1. When you get that reaction — “I’ll have to think about it” – ask your prospect if they need any more information to make a decision.  Anything at all.  Have you educated them sufficiently about how you could help, or what your product is capable of doing?  Have you helped them understand their problem more thoroughly, so as to determine the importance of fixing it?
2. If they raise any issues, then there is your task.  Fill in any blanks, answer any questions, schedule the next meeting to include the additional players that will participate — all so they are fully armed to make a decision. 
3. When you’ve reached the end of that process, and they still need time to think about it, let them know that you will not be following up to check on their progress.  Because either they are not interested, and they are just trying to be polite, or they truly need some time to ponder their options to come to a conclusion.  Either way, your job is done.  You will save yourself a whole lot of time worrying, wondering, checking on their progress — and you will avoid becoming a nuisance.

You’re wondering if you just read that right.  I recommended that you have a direct conversation with a prospect to let them know that you will not waste your time, nor theirs, with endless follow up and checking.  O.k., so they like you for that.  No one wants a pushy sales person.  Plus, you can tell when they agree to a date for a follow up call, it’s just a game, right?  “O.k., give me a try Thursday…ya, that will work.  Right, 1:30…perfect…”  Come on, admit it.  How many times out of 10 do they really want that follow up call…2?

O.k., so we like this strategy because you get to avoid being a nag.  So are you going to just clam up and hope for the phone to ring?  Of course not!!!  The fact that you want them to come to a decision, and the ball is in their court, is out there.  You don’t need to remind them — they know you want the sale.  Get busy earning it!  Use the law of reciprocity!  Instead of checking on them, help them accomplish something valuable.  Make introductions, shoot over some tips for increasing their business. 

You would have spent time checking on them anyway, use the same energy to truly add value.  You’ll get the sale and you’ll have a client for life.  Check out our last post for more inspiration Sales “Venture Capital” Style.

Next post, how to have that sales conversation so you get the “I’ll have to think about it” reaction less and less…