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What To Do When Prospects Go Silent in 2020
Having a prospect go silent shouldn’t happen. In an ideal world, you should always have a transparent relationship with your prospect.
You should have:
- a next step scheduled,
- an honest conversation about price and features,
- knowledge of their buying process,
- knowledge of their job to be done.
Unfortunately, you can do everything right, and prospects can still let you down. The relationship you built is not transparent enough. And there is something they are not telling you.
The reason is usually emotional. Prospects don’t want to hurt your feelings, look like fools or just say no… So they break the precious transparency you tried to install.
And you end up following-up and following-up again. Using every channel. You get frustrated and there is no response.
There is a strategy you can implement early-on, that I found to be working quite well.
From the very first moments, you start talking with a prospect. Set up a frame. Tell them that:
- you have been doing this for a long time,
- you won’t be following-up and running after them,
- you won’t be offended at all if they say…
