So, you’re having trouble getting a potential client to commit. This is not a hopeless endeavor; the potential client has expressed interest in working with you and vice versa. Whether it’s minimal communication or a vague answer, how do you get the person to realize the value of working with you and take the next step?
I’ve experienced this recently. I’ve been in business long enough to know that sometimes this happens. It’s part of the game. But what’s the best way to handle it? Someone I respect suggested contacting the prospect every few days until he or she gave you a yay or nay. To me, this is reminiscent of the telemarketers that used to call you during dinner. So, what’s a better way to handle it?
Recently I experienced this and I emailed, called (couldn’t get past the gatekeepers and I left a message), and sent a handwritten card. It took 4 contacts from me to get a response…when I was emailed and asked some more questions. I answered immediately and tried to schedule a time to talk. No response. Sent another email. I sent another email this morning and tried to use a little humor about the quietness on that person’s end. That is more my “style” than relentless contact and formality. But when does it become not worth your time or energy to pursue a prospect?
What have you experienced success with? Your comments are appreciated!
Phillip said,
March 9, 2006 @ 5:55 amI sent the prospect a baby shoe with a handwritten note that began, “I’m still trying to get my foot in the door.”
That worked.