JAJT
Legendary Contributor
FASTLANE INSIDER
EPIC CONTRIBUTOR
Read Fastlane!
Read Unscripted!
Summit Attendee
Speedway Pass
and ask them a few questions in order to send them a free PDF
In my experience, this is likely the problem.
Asking to be sent information is the business version of "sorry I'm just sitting down to eat". It's a polite "no". An easy out.
Nobody reads the information you send so making this ANY kind of priority is a problem point.
I'm not a website salesman so maybe there are tried and true methods I'm not familiar with in this field, but my approach would be to sell them on the idea that you can increase their sales, engagement, marketing efforts, etc... by fixing "common mistakes" and making "simple changes". Use numbers. "I've seen a lot of websites like yours and we find a few simple tweaks can boost your conversion by up to 30%". Impress them. Make it sound so stupid to say no to you. "Would increasing sales be one of your priorities this quarter?" "What would you do if you could get 4x as many calls coming in?" Etc...
The goal should be to sell them on that first call. Like, fully sell them - start a conversation and get the lines of communication hot and flowing. When they are sold, you move them to the next step, which is the appointment to discuss the meat and potatoes of the deal (I assume you NEED an appointment in your sales process, if you can do this on this first call - DO IT!).
An appointment needs to be rock solid. Suggest a date/time, ask if that works for them, ask if they'll need anyone else on the call to make this happen, ask them the best email to send the appointment details to (and send it through a calendar app like google calendar or outlook or whatever so they can add it easily into their calendar) and ask what the best number to reach them at is in case an emergency comes up. Email them the morning of the call or the night before reminding them of it.
The biggest mistake people make in sales is funny enough - not selling. They see their sales process as a nice little bundle of "call -> information -> follow up call -> appointment - > issue PO" when the reality is you should be able (and trying) to do all of that on the first call. The next steps are just back-up plans to give you another touch, if needed. The worst thing you can say to an interested party is "perfect, when can I call you back?". You need to be able to respond to someone who says "yeah, lay it on me, let's do this now".
My 2 cents anyway. Perhaps @Fox has other, better ideas.