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19 January 2010


Nice tips from Ari Galper and a nice explanation of why the customer starts to give you the silent treatment.

Yes it is frustrating but I've said before, you need to be in tune with where the buyer is in their buying cycle.

Potential buyers go quiet because they don't know what to say or because they don't want to go through the hassle of having a debate.

I am a big believer in trying to create an honest relationship between the buyer and seller by making it easy to say NO if the buyer really isn't interested.

The silent treatment doesn't happen because the buyer is trying to be rude.

It's back to the situation where they don't think about you, they don't care about you.

Self interest rules and if they can only see unpleasant consequences talking to you, it makes sense from their position to ignore your calls and to always be "in a meeting".

Of course getting through is the difficult bit.

While Ari Galper says it's best to call when you are getting the silent treatment - and I can't argue - the odds of speaking may be low.

If they weren't, you wouldn't know you were getting the silent treatment.

Emails have the huge advantage of being quick and free but they can be impersonal and are also easily ignored.

Why not try sending a hand written note in the mail or a sorry card? Perhaps even with a small promotional gift?

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