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What's your reply for the prospects, who want free advice and make you do lot of documentation, which eventually results into ghosting ?

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8
Incognito
WR Officer
+10
Master of Disaster
I've been in meetings where they are eager for the solution I'm giving them, but are using me for my expertise and connections. Best example that comes to mind was a $1B Retail prospect, it was early in the pandemic, and I had a top lawyer on the phone with me who was successfully suing for covid BI claims. Obviously everyone and their dog wanted the deets on that one.ย 


So I arranged a meeting, but before I let the lawyer open their mouth (and I had coached them prior to this as to what they could and couldn't say), I gave the caveat that this kind of advice is only a small sample as to what we offer our clients. If you want rest of the details on these cases you need to sign the dotted line. Lawyer gave a couple insights as to what we could do, what they have done for others (not in their space so not necessarily applicable), without giving any specific strategies that they could simply steal and hand to their legal team.ย 

They were kind of taken aback because they're such a large firm so they were used to having everyone grovel to them. We set boundaries. Its a fuckton of work to land a billion dollar client. I'm not going to waste my time if they aren't seriously considering hiring me.ย 


TL;DR - give teasers and before you put in any more effort, make them commit to next steps and follow through.ย 

Some prospects are just vampires.ย 
BorntoSell
Contributor
+2
Global Business Development Manager
Good example. As an SDR or AE I was never ever scared of the prospect or their company size, even if I lose the deal...my mentor always taught me never take thing beyond self respect.

Being honest and doing well research can save us, as you end up doing up so much for them internally and externally and it becomes a No Show.ย 

They're only here to suck our bloods!
MMMGood
Celebrated Contributor
+10
Senior Account Executive
Iโ€™m not gonna spin my wheels a ton if they arenโ€™t actively pursuing a solution. Most of our documentation is publicly available on our website. If I can tell they arenโ€™t ready for a real conversation yet Iโ€™ll direct them to basically โ€œdo their own researchโ€. If it seems like they are on the verge, Iโ€™d approach it as a give/get situation...not them making you do something, for nothing in return.ย 
BorntoSell
Contributor
+2
Global Business Development Manager
Being upfront is great, but can be offensive to someone. The 1st step where I judge their seriousness is that I ask them to share their detailed req to me, if they don't they lose the 1st step.ย 
2nd, I ask them about their budget and by when are they willing to close this...that I think most of your answers without further probing!

Also, nothing comes for free, not even a Smile. We don't do charity and educate them that the time we put to study their requirements or create a blueprint will be chargeable.
Beans
Politicker
+5
Account Executive
We're in a niche space and offer tons of webinars - I push towards those events and then use them as a touchpoint to follow-up.

It's been a handy cadence.
BorntoSell
Contributor
+2
Global Business Development Manager
Yeah, it also depends on the business type and how genuine leads you work upon.
Daniel
Good Citizen
Client Partner
This is a very valid option. We're going to test run webinars now as well, since the feedback on conversion from similar SaaS companies has been positive.ย 
BorntoSell
Contributor
+2
Global Business Development Manager
Great, all the best !
Daniel
Good Citizen
Client Partner
When I was an SDR, I would get a ton of these on the phone. My answer, which a colleague suggested, was "I have over 7 hours worth of reading material. What would you like me to send over? I think having a brief chat with a product expert would be a lot more time efficient". That used to work for those, who were really curious.

If someone still insisted on emails, I knew they were a waste of time.

Now, after working as an AE, I still have a similar approach. If after a demo (or even two) they insist on sending over documentation, tutorials etc. I know they are simply too afraid to give me a straight no.ย  In those cases, I suggest a free onboarding session with our tech team or a longer trial period (with a commitment), so that they know pulling the trigger wont mean they'll be left on their own.
BorntoSell
Contributor
+2
Global Business Development Manager
Well said Man, that's the kind of approach that needs to be taken but unfortunately we understand this quite late based on experience. Of course these type of prospects teach you a LOT.
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
Reciprocity. Effort on our end should be paired with effort or commitment on theirs. It helps weed out the people that just want intel, free consulting, or whatever.
BorntoSell
Contributor
+2
Global Business Development Manager
Well said, they do this cuz they want to know what's available out there before they speak to another company, comparing shit resulting into nothing.
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
Exactly. I think setting the tone early helps come to that understanding. There isn't anything bad with doing some exploration of your options before actually getting a buying process started, but be up front with me. I'll get you the info you need without going overboard, and I'm looking forward to getting the call when its time to get something more official together.
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Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
Hard line in non revenue generating activity, but if you dont give them what they are asking for you wont ever get a chance to sell anything. Catch 22 for sure. Hopefully as this happens you build your stockpile of material and can send with minimal effort in future requests. Reach out to you marketing, and SDR team to help delegate some of that content creation
BorntoSell
Contributor
+2
Global Business Development Manager
That's when you grow knowing how to handle such request, keeping things under control and educating them on what they feel they want, then they actually need.ย 

Organising your activity and resources will result in greater ROI
TargetSmasher
Good Citizen
Business Development Lead
'What would you like in the e-mail?' If they start listing and the list is long, they don't care and won't spend money.
BorntoSell
Contributor
+2
Global Business Development Manager
The first step is to check their pockets, at times it might happen that they don't seem deep but they're willing to go beyond and get what will bring them value. Remember we're not telemarketers or just tele callers. We need to act like a problem solver, I mean real business problem solver.

No money = No engagement


NoSuperhero
Politicker
+6
BDR
I never really had too much of that tbh, but the first thing that comes to mind is, do what you can, and then let it go. If they see more value, they'll come back.
BorntoSell
Contributor
+2
Global Business Development Manager
You're right, let it go is one option and the other is to always make them feel what they'll lose.

People buy only coz of Fear or Excitement, where they feel they really need it to save their Ass..ย 
Chep
WR Officer
+10
Business Development Team Lead
I've been in sales long enough to know this is a soft no. I appreciate you speaking to me today as I cold-called you, but if this is not something on the roadmap currently I'd rather know now then waste my time sending an email that won't get read
BorntoSell
Contributor
+2
Global Business Development Manager
Here's a quick tip that I can provide, even if they don't have something for you at this moment always ask them for a favour of at least acknowledging to what you've sent/shared or ask them for any reference if they can. I've got leads like this and they've actually got closed.ย ย 
Finesy
Valued Contributor
+5
Account Representative III
Weed them out BEFORE I waste my time. If they donโ€™t have a timeline then chances are theyโ€™re kicking tires. I donโ€™t make money on tire kicking.ย 
BorntoSell
Contributor
+2
Global Business Development Manager
Well said, the idea is to aware them that it's time to buy a new shoes for them....they must be tired of kicking, lol :P
CuriousFox
WR Officer
+11
Needer of Life Alert
Thank you for the opportunity I'm happy to help you with this. When would be a good time to discuss this further with our specialist?

You'll know quickly if they are serious or just trying to get free work to hand over to your competitor.ย 
BorntoSell
Contributor
+2
Global Business Development Manager
I've seen prospects doing multiple iterations and ending up with no budget. I've this prospect from UK and he's not willing to come on call and just wants a email conversation.

That looks like a robot to me, I've clearly told him we can't go forward via only email communication which results in back and forth with no value. Let's finish all this in 1/2 calls if not I'll never bother you again. He agreed :)
goose
Politicker
+10
Sales Executive
Re... tain... er...
Beasthouse
Opinionated
+5
Corporate trainer
their called a bad deal and i keep my timeframe vary clear i use multiple test closes and if it doesnt move in 14 days i move on while putting them into my 6 mo fup list

27
Stop sending pricing over...that's a great way to get ghosted
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