So, you made your best pitch to a potential client, delivered all top selling points, answered their follow-up questions, waited by phone and finally it rang and... they said no.
"Thanks, but no thanks."
They don't have budget, they got cold feet, something in your proposal didn't sit right. Whatever reason, you lost sale.
Or did you?
I recently encountered a young web entrepreneur who understands that in business, "no" doesn't necessarily mean "never", and that a last ditch sales pitch can pay off - maybe not today or tomorrow, but some day.
I contacted Jamie Kiley at Kianta.com to get an estimate on building a website. Correspondence went back and forth to determine my needs and soon quote came in. I'm sure it was a very fair, competitive price but it was beyond my budget and honestly, I was just researching at time.
So I wrote Kianta business equivalent of a "Dear John" letter. You know, "It just isn't going to work out, it's not your fault, I'm not ready to move so fast," etc.
But Jamie wasn't ready to let me go so easily. She replied with an absolutely masterful last ditch sales pitch letter.
First, she commiserated with me on my sticker shock. "I understand your surprise." But instead of lowering her price, she told me about cheaper template options available, saying she'd be happy to recommend one. (She's prepared to help me find a cheaper option elsewhere? Wow.)
BUT... she immediately followed up with an explanation of limitations of templates and their generic, unprofessional appearance. In other words, they're cheap for a reason.
BACK UP YOUR CLAIMS
Just in case I still had doubts, she backed up her point with a quote from a search engine optimization expert who eschews cheap do-it-yourself sites in favor of spending some dough on a professional site built to attract search engines, get a higher ranking and more traffic.
Okay, that makes perfect sense. Still don't have money to pay her fee but she's got me thinking.