How to Turn Resistance into Opportunity in the Inflatable Market
If you’re a manufacturer of inflatables, you know that prospecting can be a challenge—especially when the customer seems uninterested from the very first contact. But what if we told you that this resistance could be the gateway to lucrative deals?
Here are 3 practical techniques, grounded in psychology and high-performance sales, to turn the tables and capture your target audience’s attention.
1. The “Impact Hook”: Stop Being Just Another Name on the Customer’s Radar
Why it works:
The human brain prioritises energy conservation and self-protection. If the customer has had bad experiences with salespeople or doesn’t see immediate value in your inflatable, they’ll switch to “autopilot mode”—responding with phrases like “I already have a supplier” or “I’m not interested.”
How to apply it:
- Replace generic questions (“Are you interested in our inflatables?”) with concrete data:
“95% of the customers we work with didn’t realise that custom inflatables can reduce logistics costs by up to 30%. Can I explain how?”
- Use tangible comparisons:
“Does your current supplier deliver in 15 days? Our modular inflatables arrive in 7 days, with an extended warranty.”
Bonus tip: Include a quick case study in your hook (e.g., “A water park in Bahia increased revenue by 40% with our exclusive models.”).
2. The “Kindness Punch”: Offer Choices, But Keep Control
Why it works:
Resistant customers feel pressured by direct approaches. By giving them an elegant exit, you lower their defensiveness and spark curiosity.
How to apply it:
- Use phrases like:
“I know your schedule is tight. If now isn’t a good time, can I circle back on Thursday? Or would you prefer a 1-minute explanation of why our inflatables have the highest return rate in the market?”
- Positively imply:
“Does your current supplier offer 24/7 after-sales support like we do? If not, can I show you how this impacts your ROI?”
Result: The customer sees you not as “just another salesperson,” but as a problem-solving expert.
3. Strategic Multichannel Approach: WhatsApp Isn’t Enough
Why it works:
Unread or archived WhatsApp messages are common. Diversifying your channels can triple response rates (HubSpot data).
How to apply it:
- Phone call + follow-up:
- Direct call: “Hello, [Name], I’m [Your Name] from [Company]. I have a solution that reduces production costs for manufacturers like you. Is 2 minutes okay, or would you prefer an audio message explaining it?”
- After the call, send an email or LinkedIn message with a relevant insight (e.g., “As promised, here’s the link to our inflatable, which lasts 50% longer than conventional ones.”).
- LinkedIn + Social Proof:
Comment on the customer’s posts about industrial management, then send a DM:
“I noticed your post about production efficiency. Our inflatables optimise warehouse space by 20%. Can I send you a real case study?”
Between the Lines
Customer resistance isn’t about your product—it’s about how you communicate. Master these strategies to:
✅ Break autopilot mode with pain/benefit-based hooks.
✅ Humanise your approach by giving the customer control.
✅ Boost responses using smart multichannel tactics.
Next step: Test one technique today and tweak your script based on your customer’s profile (e.g., inflatables for hire vs. promotional inflatables).
Inflated Greetings!
Did you like this content? To stay up-to-date with all the news, follow our social networks in the footer.
