Luke Bambach’s Post

This one-sentence email got a response from a prospect who had gone dark for three weeks: “Has [product or service] been put on hold for the time being?” Getting a reply feels good. But the real skill is being okay when you don’t get one. No response is still a response. It’s a gift. It frees you from the endless waiting and wondering. It pulls you out of the land of “hopium,” where you waste time hoping for something that’s not going to happen. Now, you can invest time with prospects who want to invest time with you. The golden rule? Don’t play catch with someone who won’t throw the ball back. It takes two people to make a sale.

A prospect says: "Call me back in Q2; we don't have budget this quarter." What do you say? Here's how most salespeople respond: "What's going to change in Q2?" The problem? By focusing immediately on what might change in Q2, you’re centering the conversation on the sale. It can imply, “Are you sure you’ll really be ready then?” This creates pressure, which can feel uncomfortable and often leads to vague or evasive answers. Instead, start by validating: "Sounds like budgets are reserved for existing vendors." "Seems like the rest of the year is spoken for with what’s already on your plate." From there, try asking: "Are there any conditions under which you’d consider reviewing your options?" The key is to shift your intent. When your intent is "the get," you tend to sound and act pushy. When you detach from the outcome, you naturally behave in ways that lower resistance, making prospects feel less pressured.

𝗬𝗼𝘂𝗿 𝗘𝗮𝘀𝘁𝗲𝗿 #𝗻𝗲𝗿𝗼𝗻𝘂𝗴𝗴𝗲𝘁 𝗶𝘀 𝗮 𝗾𝘂𝗶𝗰𝗸 𝘀𝘁𝗼𝗿𝘆 𝘁𝗵𝗮𝘁 𝗜 𝗽𝗿𝗼𝗺𝗶𝘀𝗲 𝘄𝗶𝗹𝗹 𝗵𝗲𝗹𝗽 𝘆𝗼𝘂 𝗰𝗼𝗻𝘃𝗲𝗿𝘁 𝗺𝗼𝗿𝗲 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀. We have a client, let’s call him John. Over the past 12 months, John’s had several enquiries that hadn’t converted. Despite his best efforts, the prospects were ghosting him, ignoring emails and calls. We’ve been trying for a few months to persuade John to send either Chris Voss’ ‘magic email’ or Marcus Sheridan’s version. Every time we tried to convince him to send one of the emails, he resisted. Finally, last month John gave in and sent a bunch out. He was probably just trying to shut us up! 𝗧𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁𝘀? Number of prospects who came back to book meetings: 3 Number of negative responses (something John was worried about): 0 𝗧𝗵𝗲 𝗹𝗲𝘀𝘀𝗼𝗻𝘀 𝗼𝗳 𝘁𝗵𝗶𝘀 𝘀𝘁𝗼𝗿𝘆? Take a chance. The prospects are ignoring you. They’re not engaging, and nothing is going to change. The time and money you spent generating the enquiry has (currently) been wasted. So what have you got to lose by sending these emails? That’s right. Absolutely nothing. 𝗔𝗰𝘁𝗶𝗼𝗻: On Tuesday, make a list of all the prospects who’ve ghosted you in the past 12 months. Then send them either the Chris Voss’ ‘magic email’ or the Marcus Sheridan version. You’ve got nothing to lose. And everything to gain.

You should stop chasing leads. You will always spin in circles. Why? Because you don’t control the game. And you can’t win with this approach. Instead, follow these steps: 1. Create opportunities 2. Turn opportunities → clients 3. Upgrade clients to increase revenue Now you’re 100% in control. How do you create opportunities? How do you turn opportunities → clients? How do you upgrade your clients? I answer all these tomorrow. I’m doing it on my email list. Join today → https://lnkd.in/dtwaM-sv

“Have you ever had a prospect who seemed interested but just wouldn’t commit? Here’s a technique to turn that ‘maybe’ into a solid ‘yes.’” I was working with a client who had a product I knew would genuinely transform their business. But no matter how many benefits I outlined, they kept hovering on the fence. I could see they wanted it, but something was holding them back. It was frustrating because I knew this product was exactly what they needed! But instead of pushing harder, I decided to try something different – a technique I had developed over years of sales experience. After applying this approach, I turned their “maybe” into a confident “yes,” and they didn’t just buy, they thanked me afterward. Here’s what I learned: when a prospect hesitates, it’s not because they don’t want your offer – they just need to feel more certain that it’s the right decision. Here’s a quick three-step technique to try next time: Ask Open-Ended Questions: Get to the root of their hesitation by asking, “What’s holding you back from moving forward today?” This question uncovers any underlying doubts or fears. Affirm Their Concerns: Show empathy by validating their concerns. Say something like, “I completely get it – making this decision isn’t easy, and I want you to feel absolutely confident.” Reframe Their Perspective: Highlight the long-term gains and minimize the short-term hesitations. Use statements like, “Imagine where your business could be six months from now by making this decision today.” With these steps, you can guide your prospect to see the value without pushing too hard, which leads to more confident and committed clients. Want to learn more techniques like this? Watch my free training on closing deals and learn exactly how to turn hesitant prospects into solid yeses. Don’t miss it – grab your spot here: https://lnkd.in/eDwhknf2

A simple trick to build long-term revenue. (and stop losing potential $$$) If you pitch to someone and for whatever reason they don't convert... Do this: → Show understanding of their decision. → Continue to support & engage with them. → Add value (for free) however you can. But NEVER ghost. It's easy to feel annoyed or that you 'wasted' your time for nothing. Cull your ego. Your prospect might not: → Have the budget YET. → Have the time YET. → Have the need YET. But one day they might. When they are ready to buy, ensure you're the first person they think of. Leave things on a good note! I've had 6 clients in the last 6 months reach back out to me & CONVERT months after our first interaction. A no today is a yes tomorrow. Remember: → Nurture your leads → Keep providing value → Stay top of mind Your patience and consistency will pay off. Your prospects will remember how you made them feel. Make sure it's a positive lasting impression. That's how you build a loyal client base for the long run.

🔍 Will Your Client Buy? How to Spot Prospects Who Never Convert 🔍 Chasing prospects who never convert can be a drain on time and resources. But how do you identify those who are unlikely to buy early on? In my latest Inc. Magazine article, I share how to spot the signs of an unreliable prospect before investing too much time. Key insights include: 🔸 Red flags to watch for: Common behaviors that indicate a prospect may never commit 🔸 Strategies for qualifying leads: How to focus on clients with real potential 🔸 Time-saving tips: Ways to streamline your sales process by identifying serious buyers 📖 Read the full article here: https://lnkd.in/e2G2u5Xp #SalesStrategy #ClientManagement #BusinessGrowth #Prospecting

🚽 **Stop "We"ing All Over Your Prospects!** It's often tempting to talk about your strengths as a business. We are the best! We are the fastest! We are the cheapest! We are always there for you! It's easy to find a website, cold email, or sales brochure covered in "we." But think about it—this is as off-putting as it sounds, like "weeing" all over your prospects. 🎯 **It's All About Them, Not You**: Being in sales is not about having all the answers before you’ve asked the questions. It's about being so into your prospect that they are willing to share all of their challenges, problems, hopes, and dreams. 🗣️ **Ask, Then Speak**: Only after uncovering all the reasons why you're speaking to a prospect should you gently position your services. Try asking, "If it's okay, would you mind if I spend a few minutes telling you a little bit about how we solve X problem?" 🛑 **Change Your Approach**: Stop "we"ing on your customers. Shift the focus from a self-centered narrative to one that emphasizes understanding and solving your prospect's needs. #MyMSPBenchmark

When a prospect takes the initiative to contact your company, they have INTENT. They are intending to make a buying decision in the near future. In these consumer initiated scenarios, the prospects themselves have embarked down the path to purchase. By contrast, when lead generators initiate this process, the prospect has not yet shown any intent. It is the marketer who sparks the initial interest. Therefore, it is imperative that the sales person and the sale process continue nurture and cultivate that interest until it becomes INTENT. The initial interest alone, will not be enough to compel a prospect to buy. So, ask yourself, do you have the people and the process to convert interest into INTENT?

1st step after starting a call with a prospect: Figure out why they booked the call. How? Simply ask them: "Hey Sarah, I assume you booked a call because you're interested in our product. What specifically are you trying to achieve?" Then, go deep with more questions. You see, prospects don't go on calls because "they want to buy". (At least not at first) Usually, it's because: — They need reassurance — They want to learn more — They're comparing options — They have specific questions Yes, if everything goes well, they may be interested in buying. But you first need to get there. Make sure you meet prospects where they're at. That way, you can guide them to where you want them to be. --- Getting better at sales is the easiest way to improve your bottom line. It's easier than acquiring more leads. It's easier than increasing your price. If you want to get better at it, reach out. I've spent the last 25+ years perfecting my skills. And I'll gladly share everything with you.