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At this point, she offered me an extended payment plan. I don't have to pay fee all in one chunk, it can be spread over time. Hmmm, maybe I could handle that.
But it was her closing that convinced me I was dealing with a real pro:
"Whatever you decide, I wish you well. And whether you decide to have our company build your site or not, you can always feel free to ask any questions. That's what we're here for."
So she recognizes that our business relationship may never be consummated but she's there for me anyway. Like a flash-in-the-pan romance that evolves into a nice, comfy friendship, she's keeping door open to future possibilities.
If I ever do hire a designer, her company will come first to mind because of her masterful last ditch sales pitch disguised as friendly advice.
HOW TO STAY IN THE GAME
When facing a client's hesitation or outright rejection, try Jamie's approach:
-Don't take no as a final answer. Send one more letter or phone them to alleviate any concerns that may be holding them back. Answer every possible objection they may have with a sound argument.
-Reiterate benefits they will enjoy from your product/service. Offer proof to back up your claims.
-Outline your money-back guarantee.
-Mention alternatives to your product but be sure to explain why they are inferior.
-Make it as easy as possible for them to purchase.
-Leave door open to future dealings by being warm, friendly and helpful. But don't overdo it... one last ditch pitch is enough.
If you're pressed for time or feel you just don't have persuasive writing skills needed, hire a professional writer to prepare your sales letters - first ditch to last ditch! It's a wise investment because one sales letter can be adapted and personalized for many different uses over time. And it can help you retrieve prospects you thought you had lost!
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