Why following up is necessary?
Simply because the sales will happen during the follow up effort. This is not something related to chatbots specifically but to sales in general. When you notice an ad on Facebook or Google, you know it’s not the last time you are going to see it, don’t you? (unless you’re using adblock). I know that you probably don’t like being pushy, but the repetition of reaching out to them will eventually pay off: you’ll either sign up a new deal or ask for feedback so you can gain knowledge and pivot your business (you win or you learn). As a truth chaser, the communication during that step becomes crucial, it’s your opportunity to grow as an agency so embrace it. The failures we’ve had at chatbot Plus are today our greatest gifts. They shaped our agency, our offers, our communication, our niche, you name it, everything.
What to do when a prospect put off their chatbot opportunity?
That happened, that happens and that will happen. Don’t lose hope, sometimes it’s just not the right moment for them. To give you an example, we had a prospect reaching out to us, willing to start a chatbot. We had everything setup, meeting 1 (call), communicated on the bot mission, they even sent us a list of recurring questions and answers. And then, nothing, no sign of life for a whole year. The next thing you know, the exact same prospect comes back a year later, signs the deal with a happy face and couldn’t be more excited about the chatbot project! Moral of the story: be humble and focus on what you have control over.
Put the efforts of follow up when you see the following green lights:
– They manifest an interest in your chatbot building services
– You 100% know what you can bring to their business (due to the evaluation of direct gains)
– They figured out the value your expertise can bring them
I talked about momentum which is very important in this phase. Yes, they can be extremely excited about bots, but keep in mind we remain humans. Always schedule the next step, even (especially) the follow up. Waiting for a few days is ok, a whole week maximum but more starts to be critical for the closing part.
When they meet you in person or call, you connect with them to an emotional level. A few days after, they will resonate on their own with their thinking. The good news is that you actually have the control to help their thinking ahead, what blocking points can prevent them from signing? If it’s the chatbot value, are they really in your niche? If it’s the price, go back to the direct gains to justify the investment. If it’s the general vibe, build confidence and study more your sales cycle. For each problem (challenge) there is a solution. If you find any difficulty or feel stuck, contact the Chatbot Plus Family Facebook group so you know you are never let alone, we’ve been there.