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Stop sending brochures when prospects ask for more info. The follow-up rate is about 1%. Instead, ask questions to understand what they use now and what they want to do. Your first job is getting them to open up.
Stop sending brochures when prospects ask for more info. The follow-up rate is about 1%. Instead, ask questions to understand what they use now and what they want to do. Your first job is getting them to open up.
Can you send me more information and I'll get back to you if I'm interested. If you just agree to send out information, what's the likelihood they're going to get back to you? Like 1% chance, if that. So don't do that. You know it doesn't work. You also can't argue with them because you know that doesn't work. So it's got to make sense to them in their mind why you need to know more details to know what information to send. So I have to answer. Oh, that, that makes sense. Now it might make more sense for you before I send all that over, if I knew a little bit more about what you're doing with xyz because you might not even need us. Like, who do you actually use for. And I go right into the next question. What is your first job as a salesperson? To get the prospect to open up, to disarm the prospect. That is your first job. If you can't disarm them in the guards up, what's the likelihood they're going to open up to you? They're not. And more than likely they're not going to buy.
