Sep 22, 2018
When NOT to Qualify Leads | Coffee is for Closers
Here’s something that may (or may not) shock you. Ready? Not all leads should become clients.
Just because there’s interest doesn’t mean someone is right for you.
And with some prospects, you just KNOW from the jump that they’re not a fit.
You might remember a pair of potential clients I told you about a while back. They ran a mid size level accounting r business. But by all accounts, they were broke. And desperate to change their situation.
But I knew from square one that it wasn’t going to be a fit. How?
All they did was haggle on price. Ask for discounts. Try to cut a deal. And for this high-level CPA program, we already knew what it was worth. No room for negotiations there.
So they put themselves out of the running for more than just being a potential client. They also disqualified themselves from earning a spot on the follow-up list.
But a funny thing happened last week. After two months of silence, out of the blue they were in my inbox again, asking about our services. Did they see the light, and are they ready to invest in their success this time?
That remains to be seen, because they did ask for a discount again! I’ll let you know what happens when (or if) we talk again! But what I CAN tell you for sure is that when we first met, they were NOT candidates for further conversation.
Now, following up is vital if you want to close more deals. But then again, so is knowing whether a client is a “not right now” vs. a “probably not ever.”
Follow-up is a big investment of TIME. And unlike money, time is something that you’ll never be able to earn back. So you’ve got to do all you can to make sure that you’re investing your most precious resource as wisely as possible.
How do you know when a client just needs a little more time or if they’re on the permanent NO list? On this episode, I share when NOT to follow up with a client, how to see the signs, and why this time-saving measure is SO important.
Not sure if that prospect is
worth a second sales call? My NEW quiz will help you sort it out!
Find out if you should keep following up or cut your losses. Grab
“Should You Follow Up Or Move ON? A Quiz To See
If Your Prospect Is Ready For YOU” now!
Join me every Saturday Morning with your morning cup of joe or tea for your special Success Unfiltered bonus episodes of Coffee Is For Closers. Each week I’ll share my best sales tips, secrets, and tricks for entrepreneurs to learn sales without the sleaze, so that you can close more deals and serve more people with your product or service!
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Not sure if that prospect is worth a second sales call? My NEW quiz will help you sort it out! Find out if you should keep following up or cut your losses. Grab “Should You Follow Up Or Move ON? A Quiz To See If Your Prospect Is Ready For YOU” now!
Here’s to brewing YOUR Sales Success!
Music produced by Deejay-O www.iamdeejayo.com