Hi
@DeeJay23 -
First...
Let me say
CONGRATS!
I say congrats because your outbound efforts are producing "Suspects", individuals who for some reason want to hear more. Terrific!!! That is a positive event and an opening.
Second...
Let me say (and please don't be offended)
WRONG APPROACH.
I say "wrong approach" because your Outbound efforts are terrific but your next step "opening" as a sales person should be a dialogue and you should be asking
qualifying questions during that 1st interaction.
Sales is NOT a volley ball match, whereby you simply toss knee jerk answers. A quick price toss is a dead end approach. Dead... done... click... (not going anywhere)
To a buyer, your lack of engaging dialogue during the 1st interaction is THE REASON you are getting shut down so quickly.
1) One answered "We can't have a deal right now because <reason here>. But please keep me posted after several months."
TEXTBOOK response by a buyer who has not been engaged or properly qualified as a Prospect.
2) About 3 answered "no thanks" and I just answered it like "I understand. Please feel free to message me if you changed your mind or you have any offer in mind."
TEXTBOOK response by a buyer who has not been engaged or properly qualified as a Prospect.
3) Then the rest did not respond at all after the price answer.
TEXTBOOK response by a buyer who has not been engaged (no surprise here - the "dead silent" response is a dead end start).
Third...
And now something more positive and useful.
Let me now offer a different approach.
Your GOAL... your opening statement... your opening the call with... should be about
qualifying the "Suspect" and
developing them to a Qualified Prospect.
N.A.T.M. What the hell is NATM?
Need - Find out what their need is. Ask.them if they are buying the name for their company or for their personal use. Start a dialogue for Pete's sake. Find out why they called! Not likely they called to ask about your nephew's upcoming birthday party. THEY CALLED for a business reason. What is the reason? To buy an asset (domain) maybe?
Authority - Find out if they are a decision maker (DM). Too many times we toss out a price (prematurely) and don't even know if we are dealing with a person who is even
authorized to spend money. So, find out if they are doing research for a manager, are a manager, or are they a lonely pedophile. If you are not dealing with a DM, find out up front what their role is in the purchasing process will help you steer the deal to closure and save you that last minute
"Let me ask my manager....".response.
Time Frame - Find out what their purchasing timeline looks like. How many times have we sat through a presentation, a sales call, and at the end of the call the "buyer" says something like
"Oh, I now need to go to the Finance Manger" or says something like
"Keep me posted". POSTING FOR WHAT!!!!! FOR WHEN??? FOR HOW LONG?? INFINITY??? If you don't know or at least try to find out their timeline, you will be chasing the sale (like chasing a ghost).
Money - Find out if they have a budget for the purchase and/or if they have signing authority backed by a budget. Man alive! How many times have we thought
"wow, they love the name" only to find out they don't have the funds allocated (yet) and need to wait until next year's budget for the project. Or they use the brush off line
"Keep me posted".
And fourth...
If the NATM process is foreign to you, then hire an experienced broker if you are dealing with a high value domain. Otherwise, you'll struggle with the sale and will leave money on the table.
All of the (3) responses you mentioned earlier you were getting were
perfect examples of not properly using qualify practices during your opening dialogue. They all lead to dead ends.
Your OP question is a TERRIFIC question. You were a superstar with your Outbound efforts, now hone your sales skills (qualify skills) and you will see better results. You simply need to transition from an Outbound marketer to a Direct sales qualifier.
I hope the feedback is helpful...
-Cougar