Just Before They Close the Door to Nowhere

In the early days when door-to-door sales was the traditional way to find customers, customers would request printed information just before they closed the door - a door that typically led to nowhere.

The current analogy is that a prospect will ask you to send some literature describing your product/service…just before they hang up the phone. This may seem like a positive step in the sales cycle…but don’t be fooled. This is all too often a ploy to send you away and does not indicate real interest.

So how should you handle this?

The printed facts will not sell your product. That is your job.

You need to confirm that there is legitimate interest before you waste time and money on providing fancy, expensive brochures to someone who is simply trying to get rid of you. Don’t be afraid to check first with the prospect. You can even ask, “If the information fits your specs and need, can we look forward to doing business together?”