I posted on Facebook last month about something I’d learned. I’d been in contact with a few prospective clients that 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.
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? So you agree that if you don’t hear back from them in xx number of days you’ll follow up? But they never get back with you even after you’ve followed up with them several times? Or the times when things seem to be going along really well and they just disappear? That’s not really a bad thing that you didn’t get the client … 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 should you end up working with them.Don't chase prospects. Not everyone is a good fit. Sometimes getting a no is a good thing!Click To Tweet
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!
Sometimes a lesson like this one is the hardest kind 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!