All in their price-hunt quest to find the cheapest deal… They demand your advice, your encouragement and your time for FREE with no REAL intention of buying anything.
HOW TO TELL A TYRE KICKER FROM A REAL PROSPECT
Before we can start to avoid the time wasters and tyre kickers, we need first understand how to tell them apart.
In a 2020 article by Hubspot, they identified the 5 Strategies the Best Reps Used to Tell Tire Kickers From Real Prospects. Their article focuses on understanding your target audience, in addition to other key identifiers, like lack or urgency or research.
Using these strategies is like the ‘beginners manual’ to help sort out the time wasters from those prospects that actually want to buy from you.
The BIGGER questions is though, How do you now avoid the tyre kickers now that you know what to look for?
“…a tire kicker is a lead who’s never going to buy what you’re selling. The term tire kicker is a reference to those people who visit car dealerships frequently, kick the tires on a few vehicles to indicate their interest, then leave again without ever buying a car.” ~ Pipedrive
MY ANTI TYRE-KICKER FORMULA – A Practical Guide
THIS is how great marketing can be leveraged to it’s fullest potential.
Steps 1 to 5
2. Reflective Branding | Be consistent across ALL of your branding. Everything from your logo and email signature to your social media presence and email communication needs to reflect:
– the quality of your offering, PLUS
– the price at which you are selling it.
By doing so, you’ll ONLY be putting out the right message to the prospects you ACTUALLY want to do business with.
3. Be Clear On Your Offerings | Being a one-stop-shop isn’t always practical if you’re a small operation. Avoid being everything to all people and stick to a manageable list of services/products that you know you can deliver well and for a profit. You can always add more to your ‘list of services’ as your team / resources grow.
4. Disclose Your Pricing Upfront | Vs asking if someone has a budget, I’ve found it most effective to give people a ballpark before you invest too much time in preparing quotes. This can be done by:
– adding automated quoting to your site,
– mentioning your price range before you give prospects too much of your time.
5. Ask The Right Questions | Not every customer will be a match. In addition to their reaction to your pricing, create a list of quick-fire questions you can ask to determine if you even want to work with this prospect. Some of the questions I ask cover:
– their expecting outcome,
– how many other service providers they have enquired with.
BONUS TIP | Be Confident!
Selling with confidence, in what you’re offering and the price you expect for it, is the quickest and easiest way to tell the tyre kickers from your future customers.
I’ve also found that simply communicating with Confidence has the power to convert someone who was just price-hunting into a genuine customer who’s ready to buy from you now.
The Wrap Up
Spending all your hours having go-no-where conversations and prepping pointless quotes just makes for a busy yet unprofitable business. The idea is to vet them BEFORE they take the opportunity to suck you and your time into the black hole.
The quality of your marketing and online quoting can make this process a whole lot easier.
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