Christo: Hi there! In this video I want to share a tip with you, around what to do, if somebody who’s a prospect basically says to you, “Let me think about it, or I’m not sure”, and you’re in that kind of sales process where you’re~ you feel like the person is a great fit for your product or service, but they’re not sure whether they want to go ahead with you and you know what you have will be amazing for them, or you know you’ll be the best provider, well you know they’ll go~ if they go somewhere else, they’re going to spend more money and get less value than working with you. Even if that’s the case, even if they’ve said no. Or they’ve said I need to go away and kind of think about it now this is an awkward situation at the end of a sales conversation when they say, “Yep. Great. Sounds good. Let me think about it, bye”, you know, and then you, you don’t want to feel like a stalker because you’re calling them back two days later just checking in how you’re going, they might say, “Yep, I’m, I’m fine”. You know, and then, and then what are you going to do? Call back another two days later, another you know, two days, and you, you feel kind of like a salesperson hounding them. So instead what I suggest is, if somebody says I’m going to think about it, or if they even say no. But you know, that they’d be a great fit for what you offer. What I suggest at that point is you have a few resources that you can send to people in this situation so whether it’s you or your sales team. If somebody says “I’m not sure,” you have a list of some resources, maybe three resources, one of them would be relevant to just about anyone who’s a great fit for you as a customer. So you say, “No problem. Look, I have this resource sheet which is.. will help you plan the perfect wedding or the top things you need to look for before you book a wedding photographer or the Top 10 things a small business owner should ask an accountant before proceeding with them, you know the checklist. I could send it through to you to make sure you know you end up with the right provider, whether it’s us or anybody else. So by doing this, you know, make it a nice valuable thing, it helps them, basically. So you can say look, I’ll say, I could send that through to you, would you like me to send that through it’ll help you kind of choose the right provider, you know whether you buy from us or anybody else, I say yes. That way you can email through what’s your email, you’ve got extra contact details you can email it through. And it also gives you a nice reason to follow up, you can say, you know, email back two days later or three days later, give them a call and say I just want to check you got the resource and if there’s anything else we can help you with. So you kind of got a bit more of a reason to follow up so really, really handy to have those kinds of resources, it might even be just one resource that you create like a checklist or something, an information sheet. Or, if something that might even help them with their problem if you’re like a consultant that helps people with, you know, let’s say, team management or something like you could have a resource that says I’ve got this great resource on planning your team, planning, or whatever, blah, blah, blah, you know team performance resource sheet, I’ll send that through; you’ll get a ton of value out of that anyway. So what you’re looking to do by doing this is, if they called you and two of your competitors. You’re the one that’s being the most generous in that kind of decision-making period. So you’re sending some resources to maintain the relationship, keep yourself front and center mind, and just be the most generous, so they’ll be more likely to proceed with you basically, rather than just saying “here’s the price, see you later”, they call some other provider who’s cheap but it may not necessarily be as good. And they go ahead with them because basically all they had to, you know, go off from you was the price. So you have to look to provide this extra value. If they say “Yeah let me think about it, you know, we can talk next week”. Always try and narrow it down to a specific time, so you’d say, “That’s no problem, you know, how about we talk on Thursday? Sounds great, you know, how about two o’clock?” and you kind of pencil it in so it’s scheduled. You could even send a calendar invite. So it’s a bit more scheduled and you cut out all the back and forth, kind of missing each other. And then on the other hand, if you could offer people a trial, a sample, you know, a taste test or something, whatever you can do to proceed, progress that conversation we always look to kind of advance the conversation. There are some really good ways that you can do that, so some cool things that you can implement or implement with your sales team. It’s a good idea if you have a sales team to come up with the resources with them so they feel, you know there’s a good thing that they could send. It’s almost like they take a bit of people’s ownership of it. So I trust you’ve got value out of this one. And if you do have any questions for Basic Bananas, get in touch if you’d like sales training with your team or, you know, if you’re a small business owner yourself and you’d like to join one of our programs, just check them out on basicbananas.com. That’s what we do, we’re here to support business people to generate better results. So get in touch and hopefully we’ll get to speak to you soon. Bye for now.