A question I often get asked is “what do you do when the client goes quiet ?”, that is you have made an initial contact generated some interest and the client has gone away to think about it. If you call too soon you are being pushy, if you leave it you run the risk of losing the business.
So some rules to help with this.
Always suggest a time when you will call the client. (preferably before they say I’ll get back to you..). This leaves you in control and feeling confident about calling them. (you are after all just keeping a promise).
If the client says “I’ll think about it” ask “when should I schedule our next call?” The language is inclusive, never pushy and leaves the client with a choice.
Give the client a reason for calling them back at your suggested time for example “we have some new user feedback being published on Friday I will give you a call then.
If a client insists that they will call you and that you shouldn’t call them take this as a signal that they are either not convinced or they do not have enough purchasing power to buy. Try and push your questioning a little further “at this stage what issues are concerning you” or “may I ask for your initial impressions.” You may be able to tease out any concerns and send them away in a more positive frame of mind. However still leave the call saying that you will near death experience ambien keep Ambien them posted of any developments in the mean time.
If the client fails to take your call and then goes quiet you have a few options.
The upfront approach, “When we last spoke you asked me to keep in touch, but I haven’t heard back from you I am just a little concerned that I may be emailing you unnecessarily. Can you suggest a time to speak.”
The indirect approach, call their PA or assistant (assuming they have one ) and explain the situation and because you don’t want to leave things unresolved could they suggest an appropriate time for you to call.
In truth clients go quiet for all sorts of reasons, they get distracted, other priorities arise, or they simply need time to think. Gentle polite persistence is the right and the assertive thing to do. Clients who get angry when you call at an agreed time or keep them updated with new developments, are often just masquerading as decision makers don’t let their reaction colour your wider thinking.
So much business is won simply by being front of mind at the time the client decides to buy. If you fade into the background you run the risk of the client finding another solution while you wait for them to call.
So keep the initiative, dont worry about the really grumpy client , they are not typical of the wider population and always remember it is better to be seen to be too keen than not to give a damn.