I’ve been buying and selling domain names to corporations and individuals for a decade and during those 10 years, you come across a variety of colourful personalities that you are forced to interact with in order to build a strong network of clients and associates. One thing that can ruin this all, however, is an unhealthy negative attitude not being polite and maintaining your professionalism when dealing with rude prospects. Whether Investing, Flipping or Brokering this all applies.
Can I turn a rude response from a prospect to a sale?
Many years ago when I sold EMM.com the original response received was to put simply unpolite and crude but I was not phased as I understood their position and after processing their emotional response and pushing that aside I had responded in a calm and helpful manner, taking hints from their clear anxiety and fears of the situation to put them at ease. The situation was now put back in a professional manner and resulted in a sale and that international company now had one prime domain to strengthen brand rather than numerous other addresses.
Make no mistake the heart of the domain industry is how one handles negotiation and general interaction with other business professionals as people won’t even deal with you if they don’t get a good vibe from you. At its core to be successful in the Domaining industry a balance of inbound and outbound marketing practices that must be understood. It is arguably the most important skill that needs to be continually adjusted for the current market atmosphere at all times, how you conduct yourself will make or break a deal.
Is thorough research enough to avoid negative responses from prospects?
Truthfully it doesn’t matter how much research has been done beforehand(important as it is) because simply receiving an unsolicited phone call or email offering to sell/buy something to a prospect often rings alarm bells if they haven’t dealt with something similar in their work experience.
You have to be prepared for a vast range of responses from being called all names under the sun and being questioned of the legitimacy of our industry all of which should come to no surprise to someone seasoned in Domaining. How you respond back which in my opinion should be politely & treating that person with respect ending on a good note can do wonders and perhaps even land a future client.
If my group is trying to sell a domain to Company X it can be quite overwhelming to suggest to them that not only should they consider essentially rebranding around X.com but pay $200,000 for the new URL to do so. If you can’t answer a simple question of “Why should we do that?” and not have at least 3 points unique to that group to explain why X.com WILL help them be it to build greater brand awareness, increase traffic and recognition to customers then you need to step back before reaching out to anyone.
It doesn’t hurt to be respectful to a prospect.
Being polite and professional throughout is an absolute necessity. Not everyone is going to be courteous back to you every time but it doesn’t mean we cannot be. Make manners part of your core through everything you do. More often than not a rude response can be turned around and continued in a civil discussion that may even end in a sale leaving both parties happy.
I personally have received many low offers with a snarky comment attached to properties priced clearly in a 5-7 figure ranges.
Would you expect to get a Waterfront property for low 5 figures in an area like Malibu, California?
On the other side of the coin not everyone is informed of such details they don’t know the market nor may they even care in their reality and we are the ones piercing their bubble-making them aware of a larger world.
What does a “premium” domain sell for to someone not familiar with the market and what is a premium domain anyway? Why is this domain priced at $100,000 and another domain $1000 how would they know the asking price is even reasonable without some sort of sale comparison?
These are questions prospects have which you must keep in mind and have reasonable answers to give back.
It’s up to us to distinguish between a user being simply uninformed of the domain market who needs educating or if the person is being purposefully callus and closed off and not wanting to further communicate.
We don’t know who we are communicating with any more than they know who we are other than a quick search for profiles on LinkedIn and Google.
Maybe that person who replied is having a bad day but they did take the time to reply so responding back in a kind manner can help douse that mean-spirited fire instead of further igniting it and leaves a better impression of yourself and the domain industry.
Kill them with kindness.
The most common type of response a Domainer will receive is actually silence.
The worse type of response would be a variation of being called a scam artist and more erroneously a cybersquatter.
If either of the above responses frustrates you then it’s time to get out this industry.
What harm does it take to respond in a polite manner even if the response from the prospect is seemingly vulgar and hostile?
The answer is none. It will preserve your integrity when they have jeopardised theirs.
A respectful response can leave the doors open or at the very least leave a reminder that a negative response benefits nobody and if one can’t think of something productive to say back then saying nothing at all is the best approach and to move on.