Featured UPA Links:
What to Do When a Prospective Client Doesn't Respond to Your Proposal
by Ilise Benun
Ilise Benun, author of "Self Promotion Online" and "Designing Websites For Every Audience," is the founder of Marketing Mentor, a 6-month one-on-one coaching program through which the self-employed learn how to promote their talents and services. Sign up for her free e-mail tips at www.marketing-mentor.com.
"I've got someone who could use your help. She heads up a non-profit group that needs to promote itself better. I told her you'd get in touch."
My colleague handed me her contact information.
I followed up with a phone call. And I still haven't heard back. Not a peep. And this is someone who needs - and asked for - my help.
An isolated case? Hardly…
Last month, I submitted a proposal to a prospect to revamp his website.
He was very excited about the project - but every time I try to reach
him to get a "yes" or a "no," all I get is silence.
He too "should" have responded - but he hasn't.
So what do you do about it? Do you leave the ball in their court and just sit around waiting for them to hit it back? Of course not.
It takes an average of seven (some even say 10) sales calls to close a deal. So if you always give up after the first couple of tries, you'll never sell your service to anyone. It's your responsibility to remind your prospects (sometimes again and again) that they are interested in your proposal. It's your responsibility to be persistent until they're ready to continue the conversation.
That said, here are five tried-and-true techniques that I - and people I know - use to speed up the process:
I know what you're thinking. You don't want to be a pest. So where is that line between pestiness and persistence?
There is no definite answer. It will be different for every prospect. But it will help you stay on the right side of the line by asking them questions like, "When should I contact you next?" and "Do you mind if I stay in touch every month or so?"
And remember this: When they're ready to go ahead with your proposal, they will be grateful that you didn't give up. In fact, the next time you call, they just might say, "I'm so glad to hear from you. I've been meaning to call."
140 N. Bloomingdale Road
Bloomingdale, IL 60108-1017
|Contact the Voice|