This episode we cover some psychology behind how to get a response from a customer when they have started to ignore your follow ups.

Have you ever been trying to get in touch with a prospect and just gotten crickets? The technique in this segment will help shed some light on how to overcome that problem.

Make sure to check out www.closeitnow.net to stay in touch with all things HVAC sales related. Also join the community at www.facebook.com/groups/closeitnow to get training, support, celebrate wins, and be a part of a growing group of like minded sales professionals dedicated to learning the skills necessary to crush it!

Welcome to Close it now, an H Vac sales training podcast with Sam Wakefield.

Here we'll build your reputation in residential H Vac sales to be the expert influencer in your market.

You'll get insight into the top minds in the industry as they share their skills and hacks to help you on your journey.

This podcast isn't just about selling more, it's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

Now let's get started with your host of the Close it now podcast.

This is Sam Wakefield.

Welcome back.

It is the Close It Now H Vac sales training podcast.

My name is Sam Wakefield, I am your host and it is my privilege and honor to welcome you back to another episode.

Today we are going to be talking about yes, you are going to take no for an answer and that's what we're after today.

Especially when it comes to people who have ghosted you for a while.

So we'll cover what that means here in a little bit.

But first of all I want to welcome you.

Thank you for for listening.

This is episode number eight and I so enjoyed putting these podcasts together.

We're back in Drive Time University.

Today I've been actually listen a new book.

Drop me a line, let me know what are you doing to grow yourself?

We know that in order for things to get better, we have to get better and for things to change, we have to change.

So become a person worth buying from.

What that means is raise yourself.

Raise your personal growth level.

Constantly learn new things.

Better yourself, better your discipline, better your focus.

Be reading books to change your life.

And as your life changes you'll find that the level of people buying from you increases and the dollar amount also increases.

I can totally totally prove that.

I didn't even have any appointments yesterday but I still had a $34,000 day which is not too shabby for two sales.

So yeah, I want to hear some successes from you.

I want to hear what what you're your numbers in our Facebook community.

You can calling together tribe of people to sell the new way.

This is the new style selling.

Gone are the days of asking shaded weird questions, going right to the thermostat and all those kind of things.

Gone are those days you're not going to win at the level today by always 100% making a make it.

If you if you think that you can't use your cell phone and text people to make a sale.

If you think that you can't do things digitally.

Literally have sold thousands and thousands and thousands of dollars worth of projects to people that don't even live in the same city.

Just shoot them pictures and through phone conversations make the sale.

And so it is possible to sell in this new way, this new age.

And that's a big part of what we learn in this pod.

I love it.

Go to closeitnow.net that's going to get you connected to all things.

Close it now.

The H Vac Sales Residential Sales Training Authority.

And this is the fat so growing so fast.

I love it.

We're in six countries now, so big shout out to all of those countries.

And my mom, my mom just mentioned that she was listening the other day, so.

Hi, Mom.

It's great to just want to give you a shout out.

I love you.

And yeah, thanks for supporting me for all these years.

So let's get into today's content.

Have you ever had anyone you go out to do a proposal, say you met with them and then you or some, you know, somebody distant?

I kind of talked about that for a minute.

But you've done a proposal, for whatever reason, it didn't close when you were in the house.

So you follow it up, you follow it up and then crickets, they go dark.

There's no response.

So first question is, how are you reaching back to them?

Are you only calling them?

Are you only emailing them?

Have you texted?

Have you texted?

Every time I reach back to anyone, if they don't answer the phone call, which most people typically don't.

And this is even in the introduction and when I'm on the way, I will call and text and email all at the same time.

Because in our society, in our day and age, people do not listen to voicemails.

You could basically, most of the time you're gonna find that more and more the mailbox is full and they're just not listening to voicemails.

I know personally, I have been guilty of it myself.

I won't listen to voicemails for a couple weeks, literally.

It's something that is just in our society.

When I know who it's coming from, I'm gonna put it off.

And this is obvious when I'm doing my business, this is my personally, I just want to listen to voicemails because somebody will just instantly text me.

And that's really what I expect from them, is why leave something on a voicemail when you could just text?

So when you're following up with people, call, email and text all at the same time, hit them from all three different ways.

Literally, if you could send smoke signals.

Send smoke signals, because you've got to get in touch with people.

People want to hit all the different ways you can get in contact with them.

I've literally also found somebody on Facebook, sent them a Facebook messenger to say, hey, I sent you an email.

Did you get it?

And then of course they said, no, I didn't get it.

I will check it.

Thanks for the heads up.

So use the technology available to you.

Don't act like we're living in a society where you can't use the technology because everyone is.

They expect it.

So totally, totally, totally use the technology that is available to you.

Send an Instagram message, find people, stalk people on LinkedIn, send a LinkedIn message.

You can connect to the world in literally, I think it's three to four degrees of Kevin Bacon.

Now, it used to be six.

If you've ever heard that.

That's the.

Remember the old saying that through six degrees of separation you could connect to anyone in the world that's, you know, someone who knows someone who knows someone, and then all of a sudden you're connected to anyone that you want to be connected to.

Well, because of our connected society, I think the number is now 3 or 4 degrees of separation and you can literally connect to anyone that you want to get connected to.

And I 100% believe it is very true.

Especially when we're talking about something like residential H vac sales.

It's very regional.

And because it's very regional, if you're on social media, just about every single I've ever come across, and I test this theory really often, you know, being in 350, 400 houses a year, I.

A lot of times, well, I don't do this every single one, but a lot of times I'll just, out of curiosity sake, jump on Facebook and see if I've got mutual friends with the people that I'm going to see.

And most of the time, you know what?

I sure do.

And so if for some reason I need to reach out that way, I know it's going to be able to.

So use the technology at your fingertips.

More importantly, quickly shift to text when you can, because that is a level of familiarity that people have with you.

So even during a visit, a lot of times, if I've taken pictures in the attic or of ductwork or just wherever, you know, whatever is very specific.

If it's something fairly interesting or they've got a specific problem, I'll say Hey, do you mind if I text these to you so you can have them?

Or I'll take a picture of something different and hey, do you mind if I text this to you?

And the second that you text them, then there's a level of relationship that's being built and it's okay and it's great.

And it's one more step in the psychological.

The psychological chess match that you're playing with the homeowner that connects you with them and builds that relationship.

So what do I mean by going for the no?

This is not the same concept.

If you've ever read the book, go for no, which is a great book.

I highly recommend it.

But this is something different.

If you've ever had anybody ghost you, when you start to follow up, they're not responding.

They went.

They go dark.

They're not getting back to you.

You're wanting to ask them a question at this point that is going to generate a no answer from them.

What do I mean by that?

Well, what I mean by that is say somebody's gone dark.

The question I like to use is, have you given up on this project?

I'll send email and a text.

If they don't respond to the email, but typically they respond to the email that says, just in the subject line, I'll ask, have you given up on this project?

And then in the body, as the first line of the body, I'll ask that again, have you given up on this project?

Wanted to let you know we've got a promotion happening.

Let you know this, let you know that, have a piece of information for them.

But more importantly, ask, have you given up on this project?

Have you moved on from my company?

Have you decided to wait to do anything right now but ask a question that's going to generate a no answer but in your favor?

So also, you can also, there's a friend of mine, a friend of mine, Joe, he always likes to ask, have you forgotten about me?

Because we're building a relationship.

And when you built a relationship in an hour of time, an hour visit, you've gone from first date to proposing marriage.

So when you ask, have you forgotten about me or have you given up on this project?

You're pulling on those relationship strings that you built in your visit.

And also people will respond to that type of a question.

This is in no way manipulation.

But imagine if somebody sent you a message and said, have you given up on this?

You'd be like, no, I haven't given up on this.

I went with somebody else.

Or no, I haven't given up.

I'm waiting for tax return.

No, I haven't given up on it.

We had some things happen but I want to do the project here or just no.

We decided to wait for now but it's going to generate an answer and at the end of the day no is a perfectly acceptable answer for everyone.

Yet we always want yes but no.

I would rather have a yes or a no than be stuck in the oh, they're either not responding or the pending mode.

Right.

Get stuck in that limbo moment of they're thinking about it.

This is the back and for just tell me yes or no.

I want to think about it as usually just a veiled response of no but they feel too bad to just tell you no.

So use that.

Use it to your advantage.

When you haven't closed it now in the house and you have you doing some follow ups and people start not responding, they go dark.

Use that question have you given up on this project or have you forgotten about me?

Send that in the subject line and then put that in the body and leave it at that.

Just send that and see what happens and I can guarantee you your response rate is going to skyrocket.

It's going to go through the moon because people almost can't resist responding to that question.

It's like the psychological magnet that pulls people into that response.

So try that.

I want to know how it works for you.

I know for me and for our team it's worked amazing because it is just the way people are wired.

People are wired to respond to that.

And really all we're looking for is a response.

We're decision collectors.

That is our job is to just collect decisions of yes or no on projects.

Obviously the more you build your value and the more you show how valuable your project is and your company is and you are as their resource and their consultant then you'll get more yes, the no's or you should.

But to get those answers back, use those questions.

Craft a question that results in a no answer but it's to your benefit in the positive.

So yeah, have you forgotten about me or have you given up on this project?

Are just really two good examples of exactly what to use and it's okay.

You can R and D Robin duplicate.

Use that question and try it and see how it does for you.

So that is the episode today.

My I know it's a little bit shorter than usual so I.

Thanks for listening.

Join our community.

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Share this if you got some value and have been getting value from these podcasts, from these broadcasts, share it with anyone you know in any type of in home sales especially, obviously, especially heating and air, because sharing is caring.

This is a way that we can grow and raise the standard of our profession.

It's way too much like the wild wild west out there.

And let's raise the standard of our profession.

When people call for an air conditioning quote, they need to have confidence that they're going to get a professional experience.

And we know that when you get connected with us, the skills that you learn and the techniques and the principles will turn you into a professional heating and air comfort consultant, comfort representative, project manager, comfort advisor, whatever you want to call yourself at the end of the day, realistically, you know, people know why you're there.

There's no hiding the fact that you're there to sell them something.

So the more professional you are about it and the more up front you are and the less we stop trying to use all kind of weird names for stuff and just hide, the more that we're just like, look, this is what's happening.

Here's what's going on.

That is when we stop being weird and start selling.

So that is, that's the principle, is don't use a weird voice.

Too many people use the weird salesman voice.

Hi, my name is Sam Wakefield and I'm here to.

No, that's ridiculous.

Just have a normal conversation with people.

When I'm training people, I get asked the question, why is it when I ride with you it feels like you're just talking to people like they're an old friend.

But when I ride with somebody else, it's like they turn this weird switch on and become somebody they're not.

And so that's because I work.

I used to be that.

I used to do that.

That used to be me.

But the more that I study sales, the more that I just study people and interpersonal behavior.

People can smell weird sales jargon and tactics and all of that stuff a mile away.

There is no reason step into that role when you don't have to just be normal, just be real.

That doesn't mean we're not learning skills.

That doesn't mean we're not going to use the right phrasing and the right words and the power.

I'm actually listening to a book right now called Influence the Science of Persuasion, because that's what it is.

Influence is being able to ask people questions in a way that they see your point of view.

It's not manipulation.

It's just a matter of education to the level that they have come to in agreement with you.

You are working together with them to come up with a solution that's going to solve their need.

And so in fact, the next podcast I'm going to do is a really fantastic way in the beginning to set up the end of the call with some just very specific verbiage that people it doesn't feel weird, it doesn't feel forced, but people understand that you're there for a reason and you're there to find solutions to their problems and you're telling them right up front that you're going to ask them for a decision before the call is done.

So that'll be the next podcast, the next broadcast.

But yeah, go to CloseItNow.net find us on Facebook the Close It Now Facebook Group we are growing a community of our sales professionals in the industry to dominate your market.

So everyone have a great fantastic spring.

Thanks for listening and I will talk to you again soon.

Thanks for listening to Close it now with Sam Wakefield.

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