By Keith Rosen, MCC
The Executive Sales Coach TM
As much as I would love to tell you otherwise, I’m sorry to inform you that even with your best intentions, every prospect will not become a customer.
At some point during your prospecting efforts you are going to determine whether or not that particular prospect is a fit for you and your product. Whether this prospect becomes a client of yours in the future or remains a prospect of yours for eternity, there still may be an opportunity to prospect them . . . but not for what you may think.
I’m referring to prospecting your prospects for other prospects. After all, your prospects know prospects who know prospects and on and on and on.
If you want to ensure that every prospecting effort provides you with the opportunity to maximize your time and uncover a new prospect, then consider this your last-ditch effort to find new prospects.
Let me explain. Let’s say you contact a potential prospect who you initially feel could benefit from what you sell. You do everything in your power to try to convert this person into a qualified prospect. After speaking with them in detail, you’ve determined that there is not a fit. At this point, here are your options:
- Thank them for their time and move on to your next call.
- Since it is clear that this person will not become a prospect at any time, prospect them!
If you opt for choice number two, here is an example of the language you can use:
You: “Mr. Prospect, thanks again for taking the time to speak with me today. I’ve certainly enjoyed our conversation. Based on what you are currently doing, it seems that our product is not a good fit for you. However, I hope our conversation reinforced what a great job your current vendor is doing for you.
“While there may not be anything I can provide you that would make a measurable difference in comparison to what you are doing now, maybe there’s another way we can work together. In your line of work, I’m sure you run across other people who have shared similar challenges that you have, and who might be looking for a better solution. If you know someone who is always looking out for ways to do things better and who you feel could benefit from our product, would you be comfortable referring them to me?”
You: “That sounds great. Then may I ask who you know that would be a good candidate for our product?”
Look at it this way — you’ve got nothing to lose and only more prospects to gain.
About Keith Rosen, MCC — The Executive Sales Coach
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 email@example.com. Visit Keith Rosen online at Profit Builders and be sure to sign up for his free newsletter The Winners Path.