Your presentation was flawless. Your pricing structure was within the guidelines of the prospect's budget. Your product was superior to that of all the competitors clamoring for the prospect's business, yet, you don't make the sale.
The first question that comes to mind is, why?
There are a multitude of reasons why a prospect doesn't purchase your products or services, but the following is a list of the most common reasons.
1. "Friend in the business."
We at Allure have seen this form of rejection and there is just no explaining it. Our product offerings were more diverse, our pricing and graphic design was far more affordable, yet, the owner of the company went to college with one of our competitors. The end result was that the company in question continues to waste money, but it is a rejection we understand - it is all too common. We can never take this type of rejection personally, but rather have to ensure that our loyal customer base considers us as a "friend" as well. A good response could be: "I understand that your friend has provided you with this service/product and your relationship is important. But the question remains as to whether or not your friend is giving you the best pricing and/or quality of product. Our goal is to have you consider us a 'friend,' someone you can rely on for great pricing and incredible service."
2. "We don't like change."
During the last few election cycles, we have heard a great deal about "change" and the aggregate result has been a whole lot of talk, and very little real change. For some prospective clients, making the change to a different delivery mechanism for services/products can be a harrowing event. Again, not a rejection one can take personally, but persistence can still pay off. Maintain contact with this prospect, give them a sense of comfort, a sense of peace in making the change. Ensure they know that you'll take good care of them and eventually, they will realize that change can be for the better.
3. "We don't like you."
While this form of rejection could easily be taken personally, the reality of the situation is that personality differences are part of the human existence. Some people just don't get along and the way to overcome this rejection is simple: "You may not like me, but your customers will be happy with our product/service and at the end of the day, isn't that what it's really all about?"
Sometimes, you have to take that negative energy and put it to good use. Evaluate your marketing strategy, your sales strategies and ensure that you're communicating a consistent message about who you are and what you provide. In the long run, it will pay off.
And we can help: