You’re in the midst of a fabulous conversation when, all of a sudden, it comes to a screeching stop. The prospect goes dark on you.
A combination of emails, texts, and voicemail messages fail to return a reply. You are flummoxed and flabbergasted.
You analyze the sequence of events leading up to their disappearing act. By all indications, your follow-up was phenomenal. You stepped up, and yet the prospect stepped out. Your head shakes in disbelieve and disappointment, as you wonder what could have possibly gone wrong.
Nothing. Or, something. There’s a 50/50 chance.
To make sense of senseless, here is some insight to ingest.
Don’t go off the rails when a prospect goes off the grid. Some of us tend to react emotionally. We give guilt. When we express confusion and frustration, it demonstrates our lack of patience and confidence.
People don’t typically buy from people who are pushy or desperate.
Consider these four possible reasons on why you got stood-up:
- Someone else provided faster follow-up.
- Your follow-up was faster, but they simply didn’t like you.
- They decided not to make the purchase at this time.
- Life got in the way.
Reflecting on all my personal experiences, the answer is usually 4. Life got in the way.
This sale may have been the #1 top priority on your list, but the purchase is usually not #1 on theirs. A kid catches a cold. A job gets stressful. A family event takes precedence. Stuff happens.
So, if you could show some professional patience (aka. adjusting to their speed of the sale), you might just be victorious in the long run.
To stay in the game, resist the urge to give shame! Professional patience does not preclude you from all communications. Send letters expressing a gratitude attitude. Give them the gift of time.
What’s my personal favorite (and part of my signature statement)? Tell them you’re ‘in their pocket’ and are happy to be on ‘stand-by’ now and always.
What about that prospect who never called you back? Remember that they owe you nothing – not even a call-back!
When they go out of sight, choose tactful talk with all your might!
Stuart Cohen, Chief Motivation Officer at StuartLloydCohen.com
If you can think big, Stuart will help you do big! An accomplished 28-year travel industry executive turned serial solopreneur, Stuart is a creator of brands and an energizing motivational speaker. He motivates & maximizes personal performance in leadership, entrepreneurship, salesmanship & wellness.