Can I run something by you? I need some insight. What would you do in this situation?
First, I called. Left a message. No return call.
Second call two days later…I leave another message. No call back.
Third call two more days later…leave a funny, attention-grabbing voicemail. Something different and memorable. And yet, as of today, no return call.
Now, before you answer my question above, in fairness, I need to give you one more detail. I’m calling a company because I want to spend my money with them!
I’m not calling a prospect for my business. I’m the prospect. I’m the one who has chosen this particular company to do business with. But it sure seems like they don’t want my business.
For the life of me, I get totally stumped at moments like this. Someone wants to hand you money, pay for your services, and yet, you do nothing to complete the deal.
So I’m left scratching my head. What could possibly be the reasons she’s not returning my call and engaging with me?
- Her business is totally full, and she doesn’t need to work with me (then return my call, be polite, let me know, perhaps refer me to a colleague and get a little affiliate fee from the other company).
- She believes “no response” is a response. It is in a way. I’ve certainly gotten the message, but it’s not a good one.
- Her dialing finger was hurt in an accident, and she can’t push the numbers on her phone.
That’s all I can come up with. How about you?
I’m sharing this with you because the picture I’ve painted above isn’t some rare occurrence that only happens on Tuesdays when the moon is purple and wolves howl at 11:46pm exactly. Unfortunately, it happens all too often with small business owners.
Prospects give us buying signals, and we don’t recognize them. Or if we do, we don’t do anything about it.
My buying signal was pretty darned obvious. “Call me because I want to work with you.” But other buying signals can be subtler.
They open your email. They click the link. They come to your webinar. They ask a friend about you. They take your phone call. They read your blog. They connect with you on LinkedIn.
Those are all “mini” buying signals, and “mini” signals can leave to the BIG “macro” signal—a check or credit card.
My question to you today is this…are you missing your prospects buying signals?
Are you like this company I’ve been reaching out to, and accidently missing business because you’re missing the buying signal?
Take a look at the people you’re engaged with (not just the ones calling you). How are they responding to you? How can you build on their signals to elevate their engagement with you?
If you don’t, you’re sabotaging your business just like the woman I’ve been calling.