¿Qué hago cuando un prospecto DEJA DE CONTESTAR? [¡Incluye guión!] — Transcript

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1. 0:05It has happened to all of us from time
2. 0:08to time that a prospect disappears,
3. 0:10stops answering our emails, our
4. 0:12WhatsApp messages, or stops answering
5. 0:15our calls. What can we do when we have
6. 0:17already tried on several occasions and
7. 0:19get no response? At Sandler, we use a
8. 0:22transactional analysis technique called
9. 0:25"Okay-Not Okay," colloquially known in
10. 0:27Spanish as the "pigpen diagram." What
11. 0:31is the suggestion? Write them an email
12. 0:35or a WhatsApp message titled "My
13. 0:37apologies," and the body of the text
14. 0:39would be something like this. Dear
15. 0:43prospect, I am deeply sorry. I am
16. 0:47writing to apologize because I get the
17. 0:49impression that during our
18. 0:50conversations I did something to make
19. 0:52you uncomfortable. Honestly, it was not
20. 0:56my intention, a thousand pardons. I
21. 0:59would like to know if you have already
22. 1:01decided not to work with us. If that is
23. 1:04the case, I want you to know that on my
24. 1:05part there is no problem at all. I
25. 1:07would like you to tell me so I don't
26. 1:10follow up unnecessarily or annoyingly.
27. 1:13On the other hand, if you want us to
28. 1:15keep talking, you know I am at your
29. 1:17service to reschedule. Truly, a
30. 1:19thousand pardons, once again. You can
31. 1:23get three outcomes; the first and
32. 1:26second result in a disqualified
33. 1:27prospect. The first is that they tell
34. 1:30you, "You know what?""We are actually
35. 1:31already working with someone else."
36. 1:33Perfect. You stop wasting your time.
37. 1:35The second is that they don't answer
38. 1:37you. And if the prospect doesn't answer
39. 1:39you after something like that, is it
40. 1:40really worth following up? What is the
41. 1:43third one? That the prospect tells you,
42. 1:45"You know what, Dan? I have actually
43. 1:46been very busy. Let's reschedule." I
44. 1:50would say that approximately seven out
45. 1:52of 10 prospects will likely respond to
46. 1:54you, and they will also respond quickly
47. 1:56. If you have a prospect in this
48. 1:58situation, try it and you will see that
49. 2:00it works.