MY PROSPECTS IGNORE ME AFTER THE FIRST CONVERSATION

MY PROSPECTS IGNORE ME AFTER THE FIRST CONVERSATION

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?

Are you 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:

  1. Review the conversation to check whether it was as good as you thought- some things are a miss whether you like it or not.

  2. On reflection:

    1. Would you say you really understand their problems/desires?

    2. Were you talking and selling or were they given a chance to talk and really open up?

    3. Were you clear about the next steps?

    4. Did you arrange a date/time to speak next?

    5. Did you read the signs when the person nodded?

    6. Were they being polite or really engaging with you?

A lot of 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?

If you didn’t do the above, your Emotional Sales Intelligence (ESI) needs some work.