How to Get Meetings With Buyers Who Say No
I swear if another person says, “Most of the buying decisions are already made by the time decision-makers meet with sales reps” my head is going to explode. This is true. Got it. But how does a seller get a meeting with decision influencers during the early phase?
How can you get invited to discuss buyers’ challenges as they are discovering they need a solution?
Stop asking for meetings. Literally. Start attracting the meetings to you. Provoke your prospect to start the chain reaction.
Get them curious about you. Curious enough to invite you to the discussion, in its earliest stage.
They Need You, Badly
You're selling a B-to-B product or service that people need — yet they keep declining the invitation to meet, discuss their situation. You know they need a remedy to a disease they have — or will soon have. They need to act.
They need to meet with you. But they keep saying no.
Maybe your solution pays for itself. Or it will bring growth to buyers who implement it. It can change things for the better, fast. It's good!
In your email, phone script or LinkedIn InMail approach you mention this to them — only to get turned down or ignored.
The truth is, they don't care about the promise you (or your competitors) make. They only care about themselves. You are not attractive to them.
“Social Selling” Is Not the Answer
Customers need to discover, for their own reasons, why they need us. Not our reasons — theirs. Is how you're using social media focused on helping them do so? Usually not, and it's not your fault.
We are constantly being told what to do. None of it works.
- Engage with insights
- Share valuable content
- Stop pitching and start connecting — make deposits before withdrawals
- Build a social sales funnel
- Help customers become sales advocates
- Use personal branding to establish your reputation
These tips are what you want to hear — not what you need to know.