If a prospect was good enough for you to have competed for their business in the past, then they’re good enough to pursue now.
If you wanted the account badly enough to compete for it in the first place, losing that opportunity is not a good enough reason to give up your pursuit.
Here are three ways to mine “lost” sales opportunities.
You know that the prospect is qualified.
You want qualified leads? If you competed for and lost an opportunity in the past, you know that prospect is qualified so have at it.
You know your past prospect is spending money in your space, and you know that you are someone who can help them generate better results. None of this changes just because you lost on your first attempt to win their business.
This is especially true if the prospect is a dream client, or the type of prospect for whom you can create breathtaking, jaw-dropping, Earth-shattering value, and who is willing to pay for that value.
The best sales people play the long game.
You know how you lost.