When Good Prospects Vanish


Every week I do 5 free mentoring sessions (that’s one of my marketing goals) with people who find me online or have been receiving my Quick Tips and are ready to get better clients with bigger budgets.

Out of those, there are usually 1 or 2 that I consider to be really good prospects – people who get it, who understand the work involved in growing their business and are willing to invest the time and the money to do it. After the call, I send them the paperwork to get started with my coaching program or a mentoring session.

Sometimes I never hear from them again – even after following up.

Does this every happen to you?

If so, listen to the podcast I recently did with my colleague and friend, Ed Gandia (of Warm Email Prospecting fame), #076: What to Do When a Prospect Doesn’t Return Your Calls or Emails. In it, we put our heads together and brainstorm how to think about these prospects (without taking it too personally) and what to do about it.

Here’s a little excerpt:

Put yourself in the prospects’ shoes. When we need something, we search the web, check social media and reach to friends. Once we get what we need, we move onto the next thing. This can explain the silence after an initial inquiry.

We don’t know what’s going on behind the scenes. Sometimes we win; sometimes we don’t. Often, we never know what really happened.

See more “show notes” and listen to the podcast here: http://ht.ly/MX7qu

* Vanishing road, courtesy, Shutterstock.