Pro-tip from an FBI Negotiator
Ever felt like your followup emails to prospects vanish into the ether, with no reply or acknowledgment? It’s frustrating, isn’t it? You’re not alone. Many agency owners experience the same silence, and it can often feel maddening, especially when you thought everything was going great.
In the groundbreaking book, “Never Split the Difference: Negotiating as if Your Life Depended On It,” former FBI negotiator Chris Voss introduces a powerful, counterintuitive strategy that turns conventional negotiation on its head. His advice? Provoke a “No” to gain clarity and on occasion, reignite a conversation with a lost prospect.
Here’s a sneak peek into this compelling technique from the book:
When faced with silence…
Instead of a polite follow-up that might be ignored, send a simple, direct question: “Have you given up on this project?” This isn’t just about getting a response. It’s about giving the other person a sense of control and urgency, making them articulate their position, with the potential to reignite stalled conversations.
The Results
I’ve had given this tip to a number of folks over the years with some decent results. More recently, I had a client implement this tactic towards some frustrating cold conversations. A couple came back and said what different direction they were headed, a few others continued their ghostly ways, however one did say they had just been extremely focused on other things and wanted to revisit the conversation in a month…a resurrection!
Curious to learn more about how this can change your interactions and help you close more deals effectively?
Click here to explore the full resource and discover a glimpse into mastering the art of “No.”
Sincerely,
Russel
Hi, I’m Russel, I’m a business coach that specifically focuses on digital marketing agencies to create their most ideal business by helping them attract better clients and build scalable systems, processes, and training to create their most ideal agency. Ready to take your agency to the next level? Schedule an introductory call to discuss how I can help you create your ideal agency.
