013 What To Do If Your Customer Goes Silent | Q&A with Ian Altman
b"Have you ever had a customer go silent? Is there a proper way to respond when they do? Today I\\u2019m sharing the answer to those questions including how most people follow up, why it doesn't work and what does. We'll dive into those answers and more.\\n\\nListen to this episode and discover:\\n- What is Access Displacement Disorder?\\n- What are the top 3 questions executives need answers to before making a purchase?\\n- The most popular page on my website and why it matters to your business.\\n- How do you capture someone\\u2019s attention in the marketplace?\\n- And so much more\\u2026\\n\\nEpisode Overview\\nThis is a solo episode dedicated to the top question you\\u2019ve sent me: what to do when a customer or potential customer goes silent.\\n\\nIf you\\u2019ve ever been in this position before you\\u2019ve probably followed up the way most people do: with a \\u201ccheck in\\u201d call or email to that client asking if they\\u2019ve made a decision. And you\\u2019ve probably received a phone call or email asking the same thing. Do you remember how you responded? You probably ignored that email or hung up that phone call as fast as you could!\\n\\nThe next time this happens to you and your client seemingly vanishes there is a way to follow up and receive a response. The first thing to do is to put yourself in their shoes. Think about what\\u2019s important to them: this isn\\u2019t about you.\\n\\nYou could simply reach out to them and say something like \\u201cI haven\\u2019t heard from you since we talked last. At our meeting you said you had X (fill in the blank with their issue) that was costing you X (whatever it was costing them). You also said if you didn\\u2019t solve it you might lose your job (if they said that) so I wanted to make sure we hadn\\u2019t dropped the ball in following up with you.\\u201d\\nCan you see how that message is about them and their needs? You\\u2019re letting them know you listened to their problems, noted them and are making sure you provided information on your solutions to those problems to the best of your ability.\\nIf you\\u2019re wondering how to find out what their problems are and what those problems are costing them you can make note of the top 3 questions executives typically ask before making a purchase. These are compiled from my work with over 500 top CEOs and other C level execs.\\n1. What problem do you solve and why do I need it?\\n2. What\\u2019s the likely result the company would receive from making this investment?\\n3. Why should I buy from you (or what are my alternatives)?\\nOn this episode I also discuss content: how much you should produce, how often and how frequently you should be producing it.\\n\\nAlthough I go into greater detail on this episode the short answer is this: it isn\\u2019t about how often, or how many words but about the content itself. The heart of the matter is you need to produce content that addresses your customer\\u2019s most important questions. I\\u2019ll give you the specifics on how to do that on today\\u2019s episode, and much more.\\n\\nhttp://www.growmyrevenue.com/podcast/customer-goes-silent-how-to-follow-up/"