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October 02, 2015 at 12:00 AM
You’ve just had an amazing and potentially very profitable meeting with a prospect.
They have asked for a proposal and if you close this deal it will make your quarter, if not your entire year.
You spend hours refining the proposal. Finally it’s perfect and you send it off. Hopes are high…
And then you never hear from that prospect again. Help!
1. Schedule a time to continue the conversation
At the end of any meeting or in-depth conversation with a prospect, especially one where your prospect asks for a proposal, set up the next step. If your prospect is serious about wanting the proposal then they should be serious enough to set up a time to talk about it.
2. Leave a message
Call your prospect, but rather than the ubiquitous “I’m just calling to follow up” message, remind your prospect why they were interested in the first place. Your message should focus on the problems or challenges you can solve.
Ask your prospect to call you. Make sure to say your phone number slowly, twice. Make it easy for your prospect to call you back.
3. Send an email along with your voice mail
Your email can reiterate the same message that you left in the voice mail message. Sometimes busy prospects find it easier to respond via email. Ask your prospect to call you or to respond to your message with a good time for you to call them.
4. Block your phone number
Depending on the state in which you live and, of course, your work situation, your phone company may be able to block your phone number from showing up on a prospect’s caller ID.
If not, dial *67 to block your line for any individual call. This way you can call your prospect more frequently and they will be unable to screen your calls out. Try this if your prospect is not responding to the messages you’ve left or the emails you’ve sent.
