Last Year's Prospect is Today's Sale

Today, I received a gift.

A prospect who I have spoken with in the past finally came in.

Back in December, I spoke with a gentleman about my services.  I presented him an agreement, and while he was interested, it wasn't the right time.  In December, you probably did the same thing, right? 

December is notorious for trying to get that end of the year deal in.  You throw some stuff out there and hope that something will happen.  Sometimes it does, but the majority of the time, it doesn't.  It just isn't the right time.

DO YOURSELF A FAVOR NOW:  Go through your list of prospecting calls from December, and reach back with a call.  6 months has gone by and a lot has changed.

June/July are notorious for these types of deals.

1. You should always keep track of your prospecting calls and the answers they gave you at the time.  Use that to your advantage.
2. You should always keep a large pipeline full of everyone who has said no to you.  For example, I have many clients who were prospects for 8-10 years.  Sometimes the planets must align in order for a deal to get done.  Be there when it happens.
3. If someone gives you the response that the time isn't right, write them a handwritten note along with your business card.  Tell them that one day, you envision them buying from you, and you look forward to that day.
4. Like the prospector above, you must have a large stream (pool of prospects) in order to catch those golden nuggets.   When you speak with a prospect who says no, ask them when you should follow up, and then mark it in your calendar.

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