If you have established that the person you’ve met is not a viable candidate for your product, consider that they may know other people who are. After delivering your laser introduction, if you find that they do not qualify as a prospect, then simply respond with another question. One that I've seen trainers, coaches, and consultants use is, "Who do you know who might be interested in doing things better, reaching bigger goals, making more money, and reducing their stress level, while enjoying their life and keeping it in balance?"

Making the Phone Ring

At the end of a conversation with a potential prospect, a salesperson will often hand out a business card and then wait for the phone to ring. However, by doing so, you place the responsibility for contact on the other person. If you hand out 100 business cards, think about how many people actually call you. Chances are, not many.

Instead of waiting around for these potential clients to find your business card and call, take on the responsibility of getting in touch with them. Doing so will give you the opportunity to contact every connection you make, instead of waiting for the phone to ring.