As a lover of Halloween and all things spooky, my favorite time of year is here. But there are things that truly frighten me, like bad business practices. So gather ‘round for the “Tale Of The Lost Prospect.”
Often we’ll get this e-mail from a member: “I ran the X campaign and got Y leads, but none of them closed and they’re all thinking it over. What can I do to get them to buy?”
Tough question. The true answer is to get in a time machine and go back to the beginning of the sale and not screw it up.
The “I need to think it over” response is code for “I’m not certain about buying from YOU.” Not price, not terms, not anything, although that is the way a prospect will articulate their reason for not buying. Or they’ll simply tell you they need to think it over and then proceed to ignore your calls and e-mails.
Once you’ve met with and quoted a prospect, it’s enormously difficult to UNDO their opinion of you. Certain judgments have already been formed and an aggressive follow-up can make things WORSE by making you appear needy and desperate, pushing a prospect further away. Read full article and comment →