Sales Tips >> Browse Articles >> Sales Calls
Sales Tips >> Browse Articles >> Leads & Prospecting
Reviving Prospects From the Black Hole
Featured Author:
Jill Konrath
Jill is a leading-edge sales strategist and business advisor … author of bestselling book, Selling to Big Companies … an in-demand sales speaker who provides much needed wake-up calls to sales organizations.
Jill publishes an industry-leading newsletter, hosts a widely read blog and has written hundreds of articles on sales success. She’s frequently quoted in top business media including Entrepreneur, New York Times, Business Journal, Selling Power, Sales & Marketing Management as well as countless online publications. She’s been a guest of Entrepreneur Radio, Sales Rep Radio, Small Business Trends and more. Most recently, Jill launched the Sales Shebang – a web resource, conference and community for savvy saleswomen who sell to the corporate market.
Jill’s training programs are ideal for sellers who are struggling to crack into corporate accounts, experienced sales pros who need fresh strategies and sales teams launching new products.
Click HERE for more info
Jill Konrath
Have you ever had hot prospects who suddenly stopped returning your call? Then you know how disconcerting it can be – especially when they’d expressed so much interest in your product or service only days before.
At first, you assume their lack of responsiveness is an isolated situation that will quickly self-correct. But after repeated failed attempts to connect, you start to question your own sanity.
You could have sworn they were interested, but their current behavior indicates otherwise. And, not wanting to appear too desperate or to come across as a real pest, you’re stymied in terms of what your next steps should be.
Why They Disappeared
As a seller, it’s always important to analyze what may be causing this behavior before taking action. In my experience, these are the typical reasons why prospects disappear into “The Black Hole.”
They’re totally swamped. Without a doubt, this is the most common. In virtually every company today, people have way too much to do and not nearly enough time to get it all done. They fully intend to continue the conversation, but not right now.
Priorities changed. This can happen overnight. Changing market conditions, bad 3rd quarter results, and new leadership are just a few of the possible root causes. But when this happens, it’s darn near impossible to regain your momentum in the short term.
Lack of urgency. Sometimes sellers confuse a prospect’s interest level with a desire to take action today. As such, they share all the glorious details about their offering instead of building a business case for immediate change.
Column fodder. Occasionally prospects just need comparative bids/pricing to justify their decision to go with another company.
They know everything. When prospects feel they have all the information they need, there’s literally no reason to talk with you any further.
Different reasons call for different actions. Some you can prevent by doing things differently in your customer interactions. Always be open to this possibility since prevention is your best cure. Others you have no control over.
