WHEN THEY DON’T BUY

You met a prospect that you felt was your ideal client. After a brief introduction you set up a follow up appointment to make a presentation. Yes, the person agreed to meet with you. Excited about the possibilities, you keep the appointment and after your hour presentation your prospect thanks you but said they are not ready for your service/product.

Lessons learned, remembered and things to do:

• Your prospect has an interest.
• Most sales require 7 or more touches.
• You sent a hand written “thank you” for the meeting note.
• Review your preparation for the meeting; make a list of everything you did prior to the meeting.
  • Looked at his website
  • Researched his competition
  • Identified his target market
  • Looked up his background on LinkedIn
  • What else?
• You asked permission to include him in your value based monthly newsletter.
• You used the F.O.R.D. (Family, Occupation, Recreation, Dreams) in your conversation. You know about his family, hobbies etc.
• You left a professional summary of your presentation.
• You took notes during your conversation.
• You listened and read his body language.
• You scheduled a touch on your calendar in the next two weeks to share additional information, or invite him to a ball game, or ?????????

Most small businesses have an opportunity to create a life-long customer, and you have to consider the life-time value of a customer. The door is open; now it’s up to you to solidify the relationship.

By the way, did you systematize your prospective client meeting process starting with the first contact?