Ever had this happen to you…? You’ve got someone in your pipeline who feels like a super motivated business coaching prospect. They’re in your target market. You had a quick Silver Bullet Call, diagnosed their biggest business needs, got them to enthusiastically commit to a full Complimentary Coaching Session.
You logged into Zoom for the time of the CCS, and…crickets.
Your golden prospect stood you up.
So you go back to them. You call, email, even drop a postcard in the mail. Nothing.
You’re about ready to throw in the towel and move on.
Don’t do it yet.
At least, not until you’ve tried this powerful technique.
Introducing…the Business Card Burn-Off
The Business Card Burn-Off is basically what sales professionals call a “takeaway.” It’s a technique of last resort, but if your business coaching prospect had any legitimate interest in working with you, it can often generate that elusive call-back.
A word of advice: use this technique only AFTER you’ve followed up with them several times. You want to make it clear to them that you have a relentless work ethic and will keep your word to do what you say you will do, when you say you’re going to do it—and that you expect that same kind of behavior from them.
But when all else fails, here’s a script you can use.
“Hey, this Eric Dombach, the business coach. We had an appointment scheduled and I was going to take you through our process of finding the hidden areas of profit in your business and showing you where you can find extra cash in your business, but you haven’t returned our calls and emails. I just want to let you know that my number is XYZ. This is the last call you’ll get from me, I’m going to throw away your business card now. But please feel free to call me if you would like to get together, because I really think we can do some great things in your business—but I’ll leave it up to you to call. I’ve got too many business owners that want to make an amazing impact on their business. I’ll wait to hear from you. Bye for now!”
Why it Works
There are lots of business owners who are overwhelmed, buried, and, in some cases, despairing over the state of their business. They intend to call you back, but they’re so far up to their necks in stress that they keep putting your call on the back burner.
These are business coaching prospects who really are interested in working with you, and who would gain tremendous value from the relationship, but haven’t had the swift kick in the pants they need to take a proactive step in their business.
It may be a small percentage of prospects, but this technique will usually get those folks to pick up the phone.
These are business coaching prospects who really are interested in working with you, and who would gain tremendous value from the relationship, but haven't had swift kick in the pants they need to take a proactive step in their business.
Give it a try!
And for more specific techniques and scripts like this, get a FREE 30-day trial of our comprehensive business coach system today.
