Wouldn't it be great if every prospect to whom you pitched your industrial construction service made a purchase? No matter how hard you try, achieving a 100% success rate on your sales efforts is next-to-impossible. Some prospects will reject your offer, with excuses ranging from “pricing is too high,” to “it's not the right fit for our needs.”
Being rejected by a prospect can be disheartening to say the least. You invest a significant amount of time, energy and resources into finding prospective customers, so hearing the words “no thanks” can shoot down your motivation. But there are ways to overcome objections with industrial construction sales.
As a salesperson, you should never settle for a “no” – not without asking the prospect why he or she is not interested in your service first. Your sales leads may decline an industrial construction offer for any number of different reasons. It's up to you, however, to identify the prospect's reason for objection. Using this information, you can adjust your approach, pricing, terms, etc. to better meet the needs of the prospect, which should subsequently encourage the prospect to buy.
Schedule a Follow-Up Call
Some prospects may reject a sales offer because they are too busy doing other things. This is particularly true when speaking of business-to-business (B2B) sales like industrial construction services. If you believe the prospect has rejected your offer because he or she is busy, schedule a follow-up call for a later date.
Personalize Your Approach
Personalizing your sales approach will go a long ways in turning those rejections into sales. Before contacting prospective customers, do your research to find out as much information about them as possible. What is the prospect's name? How long has his or her company been in business? Where are they located? Personalizing your pitch with information such as this will make a world of difference in your conversion rate. This isn't limited strictly to sales calls, either. You can personalize nearly all forms of marketing material, ranging from sales calls to face-to-face meetings, emails, direct mail and more.
Offer an Incentive
When a prospect rejects your sales pitch, try offering him or her an incentive. For instance, you could offer the prospect an additional 10% if they order now. The allure of receiving an on-the-spot discount is often enough to encourage a prospect to buy.