Have you ever had a customer go silent? Is there a proper way to respond when they do? Today I’m 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.

Listen to this episode and discover:
– What is Access Displacement Disorder?
– What are the top 3 questions executives need answers to before making a purchase?
– The most popular page on my website and why it matters to your business.
– How do you capture someone’s attention in the marketplace?
– And so much more…

Episode Overview
This is a solo episode dedicated to the top question you’ve sent me: what to do when a customer or potential customer goes silent.

If you’ve ever been in this position before you’ve probably followed up the way most people do: with a “check in” call or email to that client asking if they’ve made a decision. And you’ve 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!

The 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’s important to them: this isn’t about you.

You could simply reach out to them and say something like “I haven’t 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’t solve it you might lose your job (if they said that) so I wanted to make sure we hadn’t dropped the ball in following up with you.”
Can you see how that message is about them and their needs? You’re 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.
If you’re 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.
1. What problem do you solve and why do I need it?
2. What’s the likely result the company would receive from making this investment?
3. Why should I buy from you (or what are my alternatives)?
On this episode I also discuss content: how much you should produce, how often and how frequently you should be producing it.

Although I go into greater detail on this episode the short answer is this: it isn’t 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’s most important questions. I’ll give you the specifics on how to do that on today’s episode, and much more.