What Happened?

iamsherise-1648194-unsplashYou sent a requested proposal – or a sample of your product – to the prospect and never heard back from her.
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You phoned her to follow up but couldn’t get through.
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You thought “well that’s okay because she’s probably busy.”
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You left a voicemail message.
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She didn’t call back.
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You left another voicemail message…and then another, with no return call.
(Bad sign.)
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You are wondering:  WHAT HAPPENED?
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After awhile it becomes obvious.

Your prospect has either been kidnapped, died, or somehow vanished from the face of the earth, leaving no trace behind.

Or it could be they are procrastinating.

They have put off reading your proposal or trying your product or returning your call.

Or their plans have changed.

Whatever the reason, you need to find out what the situation is, so you can either cross them off your list or continue to follow up.

Now, this is important:
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What to Do – in Advance of a Disappearing Act

During the first conversation:

  • Get the names of additional contacts within the company.
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  • Ask: “In addition to you, who else is involved in the decision-making process?”
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    Or: “Who else in your company should I talk to about this?”
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  •  Get at least one other name – better yet: two or three names of people you can contact in the future in case your prospect is unreachable when you make your follow-up calls.
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    Another Reason Why They Disappear
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    You did not get an “action commitment” during the first contact. Before you send anything, whether it’s a proposal or brochure or a product to evaluate, ask for a commitment.
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    Here’s how to ask:
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    1. “I’ll make a note to follow up with you next week. Or will two weeks be better for you?”Whatever the answer, reconfirm the date. If they say three weeks is better, you can say: “Good! Let’s make plans to talk in three weeks and I’ll call you on July 28th. Okay?”
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    End the call by repeating the date and time of your telephone appointment: “I have you on my calendar for a 9:30 a.m. telephone call on July 28th and unless I hear from you otherwise, I will phone you then.”
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    Include the date and time for your telephone appointment in the note you send with your proposal or brochure or sample of your product.
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    2. “After you review the proposal, what is the next step in the process?” Then use #1 above,  or:
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    3. “After you try our product and if it works well for you, when will you be placing your order with us?” Then use #1 above.
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    Looking for more sales-building ideas?
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    You will get additional specific “action commitments” – and much more – during my  4-week once a week e-Course.
    Because your situation is unique, this is a one-to-one coaching and sales-training course.
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    Thanks for reading – here’s wishing you a beautiful day!
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    Ann
    PS:  Good News: your BTA Educational discount applies to this course!
    PPS: If you know a friendly, positive person who feels s/he is not cut out for a sales position (but you disagree) please forward this post to her or him.