You’ve had a great initial conversation with a prospect.
You thought they loved what you do.
There was a connection and you both felt it was a good fit.
You’ve tried to make contact 3-4 times since then, but they haven’t responded.
You’re not sure where it all went wrong?
What went wrong?
You're at risk of:
- turning the prospect off – desperation is a stinky perfume after all!
- not reflecting on the conversation and adjusting your approach you could make the same mistakes and lose more business?
Here is what you need to do:
- Review the conversation to check whether it was as good as you thought- some things are a miss whether you like it or not.
- On reflection:
- Would you say you really understand their problems/desires?
- Were you talking and selling or were they given a chance to talk and really open up?
- Were you clear about the next steps?
- Did you arrange a date/time to speak next?
- Did you read the signs when the person nodded?
- Were they being polite or really engaging with you.
Many sales opportunities are lost even when people tell you they are interested. It’s your role as a salesperson to pick beneath the surface. Did you do that?