How do you get your prospects from pending to spending?

If I ask 10 sales people their views on when you should stop chasing a prospect who isn’t committing, I’ll get 10 different answers.  “Give them three months!”  “Chase them up four times.”  “Until they stop calling you back.”

The problem is, they are all wrong.

Sales people and busy business owners tend to give up too easily because they are time poor and think that customers are wasting their time.  They either close a prospect off and move on to the next lead, or worse still, leave the prospect there and never chase it up.

If I was a bright red fire engine, as good as I may be, I’ll only be called into action when the roof is on fire or there’s a smell of smoke.

In simple terms, don’t sell to your prospective customer (they may love metaphorical bright red fire engines), wait until they are ready to buy (and they need one).  Notice the subtle difference?

I had a prospect convert into a client recently after six years.

Now, have I been calling her every month? 

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