Do you hang onto prospects that aren’t into you?
A prospect isn’t into you if they:
- Don’t return your calls.
- Stop responding to your emails.
- Cancel meetings.
- Disrespect you.
Why do you hang on?
This is going to be a tough pill so buckle up.
You hang on for one of two reasons:
1. You believe that having more prospects in your pipeline is better than having fewer. (Ironically, the opposite is true.)
2. You’re attaching your self-worth to the outcome, so the thought of letting go is too painful. (New flash – Who you are as a person has absolutely nothing to do with a sale or a meeting)
You know what I’m going to say next.
It takes two people to make a sale.
When a prospect cancels a meeting twice:
“Hey John – It seems like you’re crazy busy and don’t have time to focus on this now, which is not a problem at all. Would it make sense to chat in Q3?”
Prospect stopped responding after a demo:
“Hey John – It looks like you decided to pass ACME which is not a problem at all. I know this is going to be a huge ask, so buckle up. Would you be open to providing some feedback so I can better serve you should a need arise in the future? Timing off? Competing priorities? Hate salespeople with receding hairlines? Either way, thanks for giving ACME a look.”
When a prospect ghosts you:
“John – Have you deferred the cold call workshop?” (Chris Voss).”
You now have time to focus on starting more conversations.
Letting go is a good skill to master.
You don’t create motivation; you align with it.