"Empower Yourself & Your Prospects To Success With Great Follow-Ups!"
Do you feel as though you give up on some prospects too soon? If so, you are most likely correct. Don't give up on someone too soon! It could be costing you, not only dollars, but it could be costing you your credibility with your prospects, as well! Ouch!
Folks, you really need to have a very strong belief in your products, compensation plan, and the company you are promoting. If your belief is strong enough, your strength will be so compelling that people will be chasing you to have what you have. If they are ones that you have been building rapport with for awhile, they are probably very impressed with what you have presented and discussed with them.
However, life gets in the way and it may seem as though they are "copping out" on you --- missing their appointments with you --- not making a presentation --- not returning your calls. And, for whatever reason, you automatically assume that they are "copping out," and are no longer interested. Folks, this assumption is "WRONG," too many times!
To often, we give up on someone too soon. I know it's a judgment call, and you have to go with your "gut!" But, you have to LISTEN for where your prospect is coming from. Hear their questions! Hear their expressions! Hear their heart!
Surely, when you have a prospect who had been previously "Fired Up", and he/she now seems to be "copping out", but you're really not, you need to continue with all your communication efforts, in trying to reach your prospect. Drop them an e-mail. Call them on the phone. Ask them if there is something preventing them from making the presentation. Ask them if they are still interested. Surely, you don't want to waste your time with someone who isn't interested and could care less about your offer! So, if the individual "hees and haws" then ask your prospect: "Should I close your file, then?" No one likes to have their file closed. Who knows! Maybe it is just the timing. Maybe the finances aren't right. It could be anything.
But, if they are acting and talking in a positive way, then say: "GREAT! Can I reschedule you, one more time, for the presentation?" Here, you've put all your pencils on the table. In a nice kind way you have let your prospect know that they have one last opportunity to make the presentation. If they "hee & haw" here, then the timing just isn't right for them. It could be anything in their life that is standing in their way. If it is something you can assist them with, go for it! Then try to get them involved as soon as possible. If not, ask this:
"Would it be alright if I got back with you within the next 60 - 90 days? Most will say "Yes!" to this. Most people are looking for a reason to say "yes" to you, anyway. You have now kept your prospect in your "Prospecting pipeline" for future follow-ups.
Communication is the key here, Folks, to empowering you as well as your prospect. And, it takes some effort and alot of patience. Just remember to be honest, sincere, direct, and open......and above all......LISTEN! If you LISTEN, and you HEAR, you will know exactly what to do with your prospect.
Do you feel as though you give up on some prospects too soon? If so, you are most likely correct. Don't give up on someone too soon! It could be costing you, not only dollars, but it could be costing you your credibility with your prospects, as well! Ouch!
Folks, you really need to have a very strong belief in your products, compensation plan, and the company you are promoting. If your belief is strong enough, your strength will be so compelling that people will be chasing you to have what you have. If they are ones that you have been building rapport with for awhile, they are probably very impressed with what you have presented and discussed with them.
However, life gets in the way and it may seem as though they are "copping out" on you --- missing their appointments with you --- not making a presentation --- not returning your calls. And, for whatever reason, you automatically assume that they are "copping out," and are no longer interested. Folks, this assumption is "WRONG," too many times!
To often, we give up on someone too soon. I know it's a judgment call, and you have to go with your "gut!" But, you have to LISTEN for where your prospect is coming from. Hear their questions! Hear their expressions! Hear their heart!
Surely, when you have a prospect who had been previously "Fired Up", and he/she now seems to be "copping out", but you're really not, you need to continue with all your communication efforts, in trying to reach your prospect. Drop them an e-mail. Call them on the phone. Ask them if there is something preventing them from making the presentation. Ask them if they are still interested. Surely, you don't want to waste your time with someone who isn't interested and could care less about your offer! So, if the individual "hees and haws" then ask your prospect: "Should I close your file, then?" No one likes to have their file closed. Who knows! Maybe it is just the timing. Maybe the finances aren't right. It could be anything.
But, if they are acting and talking in a positive way, then say: "GREAT! Can I reschedule you, one more time, for the presentation?" Here, you've put all your pencils on the table. In a nice kind way you have let your prospect know that they have one last opportunity to make the presentation. If they "hee & haw" here, then the timing just isn't right for them. It could be anything in their life that is standing in their way. If it is something you can assist them with, go for it! Then try to get them involved as soon as possible. If not, ask this:
"Would it be alright if I got back with you within the next 60 - 90 days? Most will say "Yes!" to this. Most people are looking for a reason to say "yes" to you, anyway. You have now kept your prospect in your "Prospecting pipeline" for future follow-ups.
Communication is the key here, Folks, to empowering you as well as your prospect. And, it takes some effort and alot of patience. Just remember to be honest, sincere, direct, and open......and above all......LISTEN! If you LISTEN, and you HEAR, you will know exactly what to do with your prospect.
"Assisting People To Success - One Heart At A Time!"
Lou Everett, Sr.
NOTE: If you would like one on one coaching please send me an e-mail with the word "Coaching" in the Subject, and your full name and phone number in the Body. Thanks!
Copyright 2005 by Lou Everett, Sr. All rights reserved.
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