Wondering how to handle prospects who don’t respond?
Today I’m sharing my thoughts on what to focus on, and two follow up plans to implement today.
What To Do If Prospect’s Don’t Respond
If prospects don’t respond to you, it’s really not that big of a deal.
When I was starting out, I don’t know the number of people that didn’t respond to me, because I only paid attention to those that did.
And among those that did, there were some that didn’t respond to me for six months. Was I pulling my hair out and going crazy? No. Was I thinking constantly what could I do differently? No, I just didn’t care.
I didn’t care because I’m looking for people that are looking for what I’m offering. I’m looking for people that are open. I’m not looking to convert every person I ever talk to. And you don’t need to either.
Stop getting all tangled up with that and getting in your own head.
Say less to more people but go talk to more people. Focus on those that respond rather than the ones who don’t.
But is there some type of follow up strategy to implement on those who don’t respond?
Of course. And I have two follow up strategies to share.
Follow-Up Plan #1
After four days, and this is something that we’ve carefully crafted, you can hit them with this, “Hey, sorry I’ve been so busy with customers and prospects, teammates, so, I haven’t had time to follow up with you. How are you?”
You are positioning yourself as busy. What this really is, is you are testing to see, is there any openness there? Are they actually interested in what you are doing? They may not be, and they may just reply, “Good.” Smiley.
And so the question is, what would a postured person do then? A postured person would stay postured.
So if they reply, “Good,” then you say, “Cool, man. Well I’ve got to run off to another appointment, but I’m happy to reach out to you in the next week or so.” What this does is constantly throw different persuasive mechanisms to see if they have any openness or interest, versus trying to always close them down.
Now, if they don’t respond, if more than 30 days after the four day message, I hit them with this. “Hey, I don’t think what I’m doing is a fit for you, but do you know anyone that wants to ___?” “Do you know anyone that wants to make some extra money and wants to lose some weight, wants to creamier skin?” Whatever it may be.
The only exception to following up is if they’re a jerk,or if they feel they have the green light to curse me out or be really, really nasty, then they do not get the privilege of working with me. They get marked off.
But, other than that, I’m okay following up with people for years. For example, “Hey, I’m doing a webinar tonight. You might want to hop on there.” I’m okay, just reaching out to them from time to time, with no addiction to their response.
Follow Up Plan #2
What if they still don’t respond?
See if they’re open. Give them an out. That’s what I did with every prospecting I ever did.
Notice I didn’t say, “See if they’re open. Give them an out, and give them your sales pitch.” I didn’t say that. I said see if they’re open, give them an out. This could look something like, ” Hey, you may or may not be open to this. If you are, great. If not, no big deal. I’m doing this new thing. I don’t know if it’s, you know, I don’t know if it’s your kind of deal or not. If you’d like to take a look at it, great. If not, no worries.”
See if they’re open, give them an out. You’re looking for people that are looking. Stop trying to close everyone.
It can be very frustrating to constantly analyze yourself on what could I have said differently.
There are so many people that I didn’t close. I just didn’t beat myself up with it because it’s a waste of time.
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