In qualifying prospective customers, time is of the essence. Time is the one thing we don’t get back in selling, so always remember this:
In selling, the best thing to get is a “YES”.
The NEXT best thing is a QUICK NO.
It’s those SLOW NO’s that kill us.
We’ll go down a long path to nowhere when someone who is not ready to make a decision, or not QUALIFIED to make a decision stalls with maybe’s and “yes, buts”. We waste valuable time, and we can’t get it back.
You don’t need to walk away from that prospect – just put them in your drip marketing program (which you have, right?) and re-focus on people who are “more probable” to do business with you sooner. These are prospects somewhat like your existing clients – with similar needs, perhaps similar niches, or similar markets.
Focus on qualifying MORE PROBABLE prospective clients – they will do business with you sooner.
If you do just that one thing – and stop wasting time constantly educating those who just are not ready (or willing) to buy. There are so many buyers out there – the trick is in determining who those more probable folks are.