If you sell ANY info-product (coaching, consulting, courses…) to ANYONE, then you’re no stranger to these four words:
“I’ll pass for now.”
-Your B2B Lead
But here’s the thing: those four words don’t always mean “no”.
Rather, your prospect might:
• Have misunderstood your offer.
• Have questions or uncertainties holding them back.
• Want a similar but different version of your offer… Or generally need more nurturing.
How to nurture B2B leads:
So to dig deeper and find out WHY someone didn’t buy (and nurture B2B leads to recover more deals)…
Use this one-sentence follow-up script:
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“If you don’t mind me asking…
Is there something I could have added to or changed on my site that would have made it a no-brainer “yes” for you to move forward?”
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It works. I’m living proof:
Last week, someone DM’d me on Twitter expressing interest in my new 1-on-1 coaching offer.
He didn’t move forward right away so I followed up with him a few days later. And he said, “I’ll pass for now, Dylan.”
But then, I messaged him back with the nurture script above…
And his “no” turned into a $4,500 opportunity! Let me explain.
The real reason why this prospect passed on my offer was because (as I discovered…) he just wanted someone to WRITE his emails. He wanted a done-for-you solution versus the done-with-you solution I pitched him.
And he was in luck…
Because I happen to offer both coaching AND done-for-you email writing services. (But he wouldn’t have known that had I not followed up with my one-sentence script!)
Now it’s your turn.
Take my script above, send it to the next 10 people who decline your offer, and see what they come back with.
Hope you successfully nurture your B2B prospects and salvage some deals with it! Or at least gain some insights about your audience.
Your pal,
Dylan