A Lesson Learned …
This is a post about a lesson I learned regarding prospective clients. It took me a while to learn it, but once I did, I was much more peaceful and confident about the prospecting/sales process.
A couple of years ago I’d been in contact with a few prospective clients one month – some by email, some actually getting to the “talk on the phone” stage, some progressing through the entire process quite successfully. The lesson I learned was regarding two of those prospects. One of them seemed really interested in speaking with me, yet something always came up that prevented him from actually scheduling a call; and then he just stopped responding. The second one actually got to the “talk on the phone” stage with me, seemed very interested, and wanted me to follow up with a proposal. Which I did. Then she stopped responding. I followed up with both of them at least four times, just to make sure they weren’t just super busy. Then I moved on.
Don't chase prospects. Not everyone is a good fit. Sometimes getting a no is a good thing!In looking back at both of those prospects, it gave me some things to consider.
Which were …
You know those times when you speak with a prospective client and it seems like a really good call … and they say they need to think about it, or discuss it with their partner or someone else? You both agree that if you don’t hear back from them in xx number of days, you’ll follow up? So you do. Several times. But, despite your agreement they never get back with you.
Or the times when things seem to be going along really well, and your prospect just disappears?
No matter how let down or disappointed you feel, it’s not always a bad thing you weren’t able to sign them … no matter how good they might have looked. The lack of response and lack of follow-up on their part could very well be an indication of other “not so admirable” qualities you might encounter in your relationship should you end up working with them.
Follow-up with a prospective client (and vice versa) is crucial and confirms your commitment and desire to work with them. It’s important to follow up more than once too. Just in case. However, unless there is a really good reason as to why they aren’t getting back with you, it just might be that you aren’t a good fit and they are afraid to say so. So instead of bemoaning the fact that you didn’t seal the deal with another prospect, consider the alternative – that they simply might not be a good fit!
(On the other hand, there actually might be a good reason why they didn’t get back with you, which is something I talked about in a previous post!)
Sometimes a lesson like this one is the hardest to learn. We need clients. We want clients. But not everyone is a good fit for us and vice versa, for a variety of reasons. We have to stop taking it so personally and realize freaking out over not getting a client or chasing a prospect never did any of us any good. We win some, we lose some. But in the end, if we just let things flow naturally and don’t push, we’ll end up with fabulous clients who are a good fit.
So the next time you think about chasing a prospect or feeling bad because one didn’t work out. Consider that it might simply be for the best and move on. You’ll be a much happier camper!
In business since 1991, Terry Green is the founder/CEO/President of BizEase Support Solutions, an American-based, online marketing support company comprised of a team of talented professionals from around North America. BizEase excels at providing speakers and business coaches worldwide with seamless online marketing solutions, from setting up ecommerce solutions, membership sites, web design and maintenance, to writing blog posts and managing Social Media and PR campaigns. BizEase clients (who span five continents) take great joy in allowing the BizEase team to take care of the details so they can get back to doing what they do best! Click here to get our bi-weekly tips ezine delivered to your inbox every other Friday, with tips on plugins, apps, and tools to make you more productive today!
Terry, you point out great points. I see it happen so often someone spending their time on a prospective client rather than moving on. Yes, follow-up is crucial however, it’s also crucial to not be so invested in that one person for a new client. I’ve had experiences where I thought a prospective was a yes and then they seemed to fall off the face of the earth only to come back in a year or more!
No isn’t a bad word, it’s actually very freeing.
–Kim Ravida
That’s part of the point … not to get so invested in a prospect that you lose site of the process. Everyone isn’t always a good fit for each other, and what might not be best for one time, might be better later. I’ve had prospects disappear for months, or a year or so, finally to resurface when the time was right for them. However … it’s always good to realize everyone is not always a good fit.
So true! Everyone who has clients does have to deal with that particular situation at one time or another. However depending on circumstances one can get too invested in the process, especially when clients are scarce or at beginning of a business, those are the time that we really need to remember your wisdom, Everyone isn’t always a good fit for each other,
Juan, when you’re just beginning your business, it’s the hardest lesson to learn. You want to take on anyone with a pulse and a checkbook. Never mind the fit. At first you take everything very personally too. But it too shall pass. As you progress in business things start falling into place and you realize a good fit is important, and it’s not always a bad thing to hear a “no.”
This is so true! It happens all the time and it comes down to they do not think they are worthy of your services. One other thing that drives me crazy is networking events. I am very selective about who I ask a card from. If I take a card it means I am going to follow up with you; I am interested in what you are offering. I follow up that night with an email and then wait a day, send another email then follow up with a phone call. And, I get the same thing “crickets.”
As unprofessional as this is just once I would love a day where I am in the same room as those who could not return a call, email and so on…
The lessons I have learned is when people ask of me for their services and I am not interested I follow up with I am really not interested at this time or, it is not the right fit for me right now. I t might hurt and feel awkward but heck, you come from a place of truth and don’t leave the other person hanging!
Why the heck do the take time to talk to you look interested and then leave you wondering if you had bad breath or something hanging out of your nose!
I can see you understand! Sometimes there really is something that prevents follow up, and that’s ok. They come back later with an explanation. Stuff happens. I try to be as responsive to those tho contact me about my services (and we’re not a good fit) as much as I would want them to be responsive if they believe we’re not a good fit. It’s just good business, and good manners.