Sales Maven How to Handle Leads Who Want Free Resources - Turning Hesitation into Opportunity
Do you ever feel frustrated when potential clients say they'll "explore all the free resources" before making a decision?
Are you struggling to keep them engaged without feeling like you're chasing them?
Imagine positioning yourself as the go-to expert while maintaining your integrity—without the pressure of convincing or persuading.
In this episode, Nikki shares her proven strategies for handling prospects who aren't ready to buy yet. Learn how to keep them in your orbit, create strategic touchpoints, and make it easy for them to take the next step when they're ready.
From offering value-packed free content to using language that builds trust and credibility, Nikki's tips help you stay top of mind—so when the time is right, they choose you.
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[00:40] Today we're talking about prospects who express interest in your products and services but don't buy, because they're exploring all of the free resources.
[01:15] This is the good and the bad of putting a lot of content out into the marketplace.
[02:00] I don't believe in chasing clients or convincing them that they're wrong.
[03:01] I'm suggesting you set yourself up to be a resource for them, give them options, and let them decide what they want to do.
[04:02] Don't be afraid of people using your free resources. Put fantastic content out into the world.
[05:02] You can use language to imply that there's more which they can get by signing up to your program. "When things change, you're welcome to reach out, and I'll be happy to work with you."
[06:09] Continue to invite people to work with you. You don't have to chase them.
[07:03] If you put an offer in front of them and they're still only interested in the free resources check in and ask if there's anything that would be a right next step like a starter package.
[09:49] Timing is always an issue. It's one of those things you don't control. Some people need to reach a certain level of uncomfortableness before they decide to make changes.
[11:34] Be flexible. Don't be attached to someone taking action.
[12:13] Words can influence people but ultimately they have to decide for themselves.
[13:18] In one of my master classes I teach that it's okay to give some of your secret sauce away. If someone's blown away by the free stuff you give them, they're going to wonder what else you have.
[14:09] You need to put enough out there to entice people to take the next step.
[15:01] Create a resource page and make it easy for people to consume your content. The convincer strategy is something that prospects decide for themselves.
[17:08] Micro touches and how many times someone needs to be exposed before taking action.
[18:09] You want to create a trifecta with the right time, the right place, and the right offer.
[19:11] An inspiring story about a client who started out very small, but led to coaching.
For more actionable sales tips, download the FREE Closing The Sale Ebook.
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