Think about the last time you were talking with your client and you thought the conversation was going well until they surprise you with those dreaded words:
“You know, I have to do a bit more research.”
Those words are a mood killer for sales. You’re disappointed, but you want to say something to turn the situation around, so you tell your client:
“Trust me on this. We’ve done this many times before. It works for other clients in your industry. I know what your audience is looking for.”
Yet even though you try to be trustworthy and reassuring, they still have to think about it. Your mind spins as you try to think of a counter argument. What do they still need to research? You’ve shown them testimonials, shown them all the features and benefits of your product….
What do you do when they say they need to do more research? Do you still try to make the sale?
Watch this video about what to say when your client needs to “think about it.”
What Not To Say To The Client
The truth is, when someone says they need to do a little more research, that’s not what the client is really thinking.
If your client needs to “do some more research,” it’s usually a sign they don’t trust you yet. They’re on the fence and you tried too soon to close them on a deal.
Saying something like, “trust me on this,” or “ we’ve done this before,” or “we’ve done millions of dollars in business before with a similar client” will not give you the results you’re looking for. You’re trying too hard to justify yourself, and that won’t gain the client’s confidence in you or your company.
A trustworthy person doesn’t need to say any of those things.
So instead of telling them to trust you, or selling them on the benefits of working with you, find out what the truth is when the client says they need to do more research. Cut through all their B.S.
Cut Past The Client’s B.S., Get To The Truth
If your client needs to think about it, find out what’s really going on. The real problem is not the amount of research they need to do.
Ask them, “Pretend you did your research and due diligence, and you like what you see, what’s gonna happen next?”
Give them a moment to answer. They’ll give you their solution. For example, they might say, “Then I would send you a message and then let’s do it.”
At that point, get a commitment. I’ll ask something like, “Then can we move forward with this?”
I don’t want them to do the research and then follow up with me in a few days or six months down the road. Prospects and clients lie. Find out if they really do want to do something or they’re just lying to you.
I’ll ask them, “What do you need from me for us to move forward?”
Maybe your client wants to do a smaller test, just in case it’s not something their audience wants to buy. Maybe it’s something they haven’t tried before so they want to change the deal a little bit.
Then ask your client what would happen if you move forward with the changes that they want. “Okay, if we do a smaller test, what would that look like?”
Find out exactly what’s holding your client back from making a commitment.
Dig Deep, Find Out What’s Holding Your Client Back
Ask what specifically they need from you so you can work together. Maybe all they need are some testimonials from your most recent clients.
If that’s the case, find out how many they need. Or maybe they want to see your refund policy. Or they want to talk to some of the people you’ve worked with before.
Ask questions to find out exactly what’s stopping them from buying. Say something like, “Let’s pretend we could do a smaller test. How would you feel about that?”
By digging deeper, you’ll find the truth that’s holding your client back. When your client has to “think about it,” it means they don’t trust you enough.
Don’t let them go and do the research! They may find the wrong information.
Dig deep by asking questions to find out what’s really holding your client back from closing the deal. Ask those questions to cut through the B.S. Sometimes, they don’t need the proof, they just say they do.
After they tell you what’s really going on, and you get a commitment from them, you can move forward. That’s how you stop your client from killing a sale because they “need to do more research.”
Do you have clients who need to “do more research”? How did you handle it? Comment below.