Friday, January 16, 2009

Is it OK to Give Up on a Prospect?

As most of you know, I am a big fan of Karl Goldfield's Sales Blog. He recently started a TV Show, also. His first episode was great, and I enjoyed being a part of it. While Karl is a sales mentor for start-up entrepreneurs, his ideas certainly can be implemented by salespeople, too.

In his first TV show, someone asked the question, "Is it ok to give up on prospect?" Karl's response was that as soon as productive a business conversation doesn't take place, it is time to move on. I agree completely with his assessment.

Sure, when calling on a prospect for the first time or two, there will be some awkwardness and push back. However, repeatedly calling a prospect that gives you the cold shoulder over and over is nothing but a fruitless pursuit.

Self respect, in my opinion, is always more important than any sale. When we lose self respect from repeatedly calling on prospects that show no interest or won't engage in a business conversation, we ultimately damage our outlook on becoming successful. If you move onto the folks that show genuine interest, you will no doubt improve your sales numbers at a much higher pace.

8 comments:

Jim Klein said...

If you can't begin the process by building rapport or getting some sort of positive response, it's time to dump them and move on to the next.

From the Author: Will Fultz said...

Jim,

Thanks for your comment and you are "dead on" in your assessment.

Thanks again,

Will Fultz

Adrian said...

I'm a firm believer in Pareto's 20/80 law - especially in sales. Focus on the 20% that are likely to give you 80% of your business - NOT the 80% that will give you 20%.

Nick Moreno said...

If, for whatever reason, there's no "traction" early on... move on! You can't close every contact... so why even try?

From the Author: Will Fultz said...

Nick,

I completely agree!

Thanks,

Will

Robert Coorey said...

I agree - move on. You don't have enough time in the day to chase people who don't really want to hear from you.

Also, I always put initially disinterested prospects on my automated passive marketing system. That way, they receive regular contact from me and it doesn't take up any of my time.

If they are ever going to buy my product, I'll be top of mind when they are ready.

Mr. Whats Possible said...

As far as letting a prospect go is concerned...ummmmmmm.....yeah, if you ever want to sell ANYTHING, you better be able to disqualify people with a quickness. I'm busy, ask the questions, yes or no. be fearless. For every no that you get. You are one step closer to the yes. Great sales people don't sell, they sort. Your welcome.

onacomeback35 said...

I'm going to play devils advocate and dissagree. I work mailnly off of internet leads for a scratch agent. I can't tell you the amount of times my ego was shattered due to a prospective client either showing no interest, presenting a derogitory demeanor, or being blatently rude to me. At one time I would have surely never made contact again. With my humble, yet extremely aggressive attitude, I thrive off the ability to turn an absolute negative into an issued policy or 7. Mind you, with an established book, sales floor to manage, and a bottom line to watch over someday, I have a sneaking suspicion my view on this matter will change.