Friday Five – When Prospective Buyers Disappear

You know what happens – great conversation with a future customer of yours, and then the conversation goes silent. Radio Silent. They don’t return your calls or emails – even if you had multiple interactions. What to do?

• Focus on the why -- why they might not be getting back to you? No one wants a “did you decide?” or “I’m just checkin in” call or email. Have purpose in every interaction.
• Change the ask. Instead of following up to bring business to a closure, ask about something else that they are involved in or interested in. Be more “whole person” focused

Example: We will forward a link to a news story about a topic one of our prospective clients lights up about.

• Stick a hand-written card in the mail to your future buyer. Other than showing up in person, it is the only way to get your business card onto their desk. Even if you rarely give out business cards, this is one good use for them.
• Try an app like Postagram or PostSnap to send a photo postcard to these contacts.

Quote:

"Don’t let your head talk you out of following up with a prospective buyer. Follow up until you have had a chance to present your solution. Until they say no, it’s upon you to follow up.” – Lori Richardson

Lori Richardson  helps mid-sized companies grow revenues by solving key issues in their sales department - like recruiting, retention, diversity hiring, process, pipeline and leadership. She speaks at CEO groups on topics of sales growth. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Subscribe to the award-winning blog, follow her on Twitter
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email lori@ScoreMoreSales.com | My LinkedIn Profile | @scoremoresales