Close Your File Template

Transcription

1 In every sale there is always a scenario where I can t get someone to respond. No matter what I do. I can t get an answer from them. When people stop responding I use the Permission To. This is one of those templates that I ve tried to beat, but no matter what I ve done or tried I couldn t improve upon it. Subject: Permission to close your file? My favorite part of this is that no one knows what close your file means. I don't even know. Customize this phrase based on the contact you have had with your prospect. This could be for the month, quarter or year. This will likely be the case but you are better off knowing then spending anymore time chasing them. Typically 20-25% of people will still be interested. They just haven't gotten back to you. I'm writing to follow up on my and voic . We are in the process of closing files for the month. Typically when I haven't heard back from someone it means they are either really busy or aren't interested. If you aren t interested do I have your permission to close your file? If you are still interested, what do you recommend as a next step? You don't want to make the other person wrong for not responding. You want to provide an easy out for them. This increases the likelihood they will respond to you this time. Thanks for your help. Your Name Signature Everyone likes to help other people. Especially when it doesn't require a lot of effort. From testing, this gets 76% of people respond. This is one of those phrases that I have done everything to try and beat. No matter what I've done or tried, I've never been able to improve it. The phrase works because the customer is leading the next next steps of the sale.

2 When do you use this ? I use this after any conversation or proposal where I lost track of the sale. Here is why this works. This is the opposite of a typical follow up. The tells the person, that I gave up and asks their permission to close the account. From this I typically get one of two responses. Word of Caution I only pull this out when I ve followed up with someone two or three times and didn t hear back. Response 1 From this I typically get one of two responses. I m so sorry I didn t respond earlier. I ve been really busy with. Whatever they are busy with A portion of people will Yes I m still interested. Why don t we jump on a call. like this. I m available next Tuesday at 10am or Wednesday anytime after 3pm. respond with something If they are interested they will give you detailed next steps. In this scenario the customer may be a little frantic. They are anxious to stay active and tell me exactly what to do to get the sale back on

3 Response 2 Unfortunately, most people will close their file. But don t fret, here s why it s actually a good thing. Think about it objectively. When you don't know the next step of a sale, your goal is to figure out the next step. And if the other person stopped responding, chances are they aren t interested. Here is why I m better off. The worst thing I can do is waste my time on someone who won't buy.i m better off knowing where I stand. Fail fast. Fail often. - Author Unknown You are thinking about them. They have moved on. This gives you the opportunity to regain control. What do you do when someone says no to you? I often get the questions, if someone isn t interested, do you keep trying to sell to them? My answer is simple. If it were you, would you like someone to keep selling you after you told them you weren t interested? No. Of course not. You would want them to accept it and move on. You don t want them to keep bugging you. So I save myself a lot of grief and go find someone who is interested.

4 So does that mean that you're done? Of course not. If they don't want to work with me, I still have the opportunity to learn. I have a great opportunity to find out if it was a mistake I made or something about my product that needs to improve. So in pursuit of constant improvement, this is the I send. Subject: Your file is closed You can also try the subject line "Quick question..." Encourage the response that you want. This is optional. Thanks for your . I closed your file. Since it is over, I have a quick question. Why is it you aren t interested? Was it something I did? If there is anyway I can improve, let me know. I m always looking for input. Thanks for your help, Your Signature It's important that they know it is over and that you heard them. Use this or substitute it for whatever main question you want answered. Keep it short and easy for them to respond.

5 Sometimes I sense that the prospect needs to be pushed on a little more aggressively - in which case, I send the below that plays up people s desire to help people in need. From testing 5,000 follow up s, I ve found that people are more likely to resond if I m asking on behalf of another person versus asking for myself. Subject: Your file is closed Thanks for your . I closed your file. I talked to my boss to give him an update on your account. He asked me what happened. I told him I didn t have an answer. If you don t mind doing me a favor, can you let me know why you weren t interested. Your request. I m kind of in a tough spot and I m hoping to get back to him with something. Thanks so much for your help. Your Signature Optional but it works. If they don t respond, I just move on. I consider it a bonus if I can learn from the sale. This scenario works because it is accurate. The prospect relates to you because they know what it is like to have a boss.