Keep the Lines of Communication with Your Prospects Open

By Keith Rosen, MCC

The Executive Sales Coach ^TM

Wouldn't it be great if every prospect became a client according to our timeline? Unfortunately, some of the prospects you call will not be ready to take that next step with you, at least not yet.

So, like many prospects, they are placed on the ''callback'' list of potential buyers for the future. A typical conversation would sound something like this:

You: ''Okay, Mr. Prospect. Based on what you're telling me, it sounds like this isn't the best time to explore what we can do for you in more detail. When might be a better time to reconnect with you?''

Prospect: ''Give me a couple of months to clear off what I already have on my plate. Then I'll be in a better position to discuss this with you.''

You: ''That sounds fair. So, if I quickly check my calendar, you are suggesting to touch base with you again in early March, is that correct?''

Prospect: ''Yes, that sounds fine.''

At this point, you thank the prospect and create a reminder to call on Mr. Prospect at a later date. In March, you reconnect with Mr. Prospect only to find that not only is he no longer with the company, but it has bought a similar product from another vendor!

While there's no foolproof method to prevent this from happening, here's something you can do to dramatically reduce the chance of this happening again. Let's continue the conversation between you and the prospect where we left off.

A Better Way to End the Sales Call

You: ''Mr. Prospect, thanks again for your time today. Before we wrap up this conversation, I've noticed that in the past, when I have attempted to reconnect with someone months after our first contact, many things have transpired. Changes in their position, in their company, or in their life often have a tendency to divert even the best-laid plans. Since there are so many things that can happen in two months, I was hoping that I could stay in contact with you without stepping over the line or pushing too hard. With your permission, can I contact you from time to time with updates about our product or valuable information that you may find of interest as it relates to your business?''

By asking this question and earning an okay to stay in touch, you now have a prospect that has given you permission to continue to prospect them instead of sending out unsolicited information that will only aggravate and turn off a prospect.

Sure, the prospect's company may not be in a position to explore your offering in more detail today; however, that doesn't mean that it will be in the same position in the future.

A monthly newsletter, free trial, article of interest, collateral material, or great new product feature are just a few ways to deliver value during this ''down time'' and to keep your finger on the pulse of every prospect with whom you speak.

This way, if things change on the prospect's side, you won't be the last person to find out.

Keith Rosen is the executive sales coach that top corporations, executives, and sales professionals call first. As an engaging speaker, Master Coach, and well-known author of many books and articles, Keith is one of the foremost authorities on coaching people to achieve positive change in their attitude, behavior, and results. For his work as a pioneer and leader in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country.

If you're ready for better results quickly, contact Keith about personal or team coaching and training at 1-888-262-2450 or e-mail info@profitbuilders.com. Visit Keith Rosen online at Profit Builders and be sure to sign up for his free newsletter The Winners Path.