Small business owners must always think in terms of "is this prospect a good fit as a client" instead of "can I have your business please?" In other words stop thinking in terms of begging for business. If you make sure you have plenty of options then walking away from a potentially bad business deal or someone who isn´t ready to use your services becomes smart and no big deal.
Remember that there is a lot of business out there and for every prospect who says "no" there are three more that want to do business with you,
While everyone you speak with is a potential prospect; not everyone you speak with is someone you want to do business with.
Give yourself and the prospect a deadline when appropriate. If you´ve done you´re homework, probed the prospect to determine their level of interest and urgency in your product/services then making a decision to give you their business should be a relatively easy process for them and should give you an answer soon. If not there may be other reasons for their hesitation which can range from"?¦
A. Lack of money
B. Lack of priority
C. No decision making power.
D. Uncertainty of their needs
E. Considering keeping the service in-house
F. Has another contractor they are more interested in
If they continue to procrastinate then simply state" I sense there might be some hesitation in working with me. Is there anything I can do to move the process along?"
Wait an appropriate period whenever necessary to try to land the account and then move on (my limit is about 2 weeks).You can always try to reconnect with them later. But by keeping this strategy in mind you maintain control over the lead flow system and relegate the prospect from a "hot one" to "warm" thereby allowing you to focus on prospects ready to move forward. The reason I suggest this is more psychological then anything else. If you´ve done everything short of giving your services for free then there is very little else you can do. Keeping this in mind will keep you from obsessing on closing that particular prospect.
Tomorrow: More tips