On Evaporating Prospects

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Have you friends frequently and warmly connected with you…until they didn’t? Becoming former friends, ignoring and abandoning you, becoming silent and indifferent?

Sales prospecting can be similar. Someone eagerly wants your product or service immediately. But they delay in getting back to you, plead that other critically important issues have arisen, then go silent entirely, their former desire evaporated.

I’m sure some hard-boiled salespeople believe EVERY prospect can convert, but it ain’t so. And my earlier advice applies to business prospects as well as to personal relationships:

“If my former friends’ focus is elsewhere, my focus won’t impede on theirs.”