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Ensuring They Get Back to You

Ensuring They Get Back to You

I’m asked regularly how to deal with prospects who don’t return phone calls and email, especially when they have a proposal in front of them. If someone is more than two days late, there’s something wrong. You don’t wait weeks for a response to a proposal with options!

The way to deal with this is preventively not contingently. The problem’s cause is that the buyer has wanted to get you out of the office and has agreed to consider a proposal in order to get you out of` the office. The consultant, instead of “pouring cement” on the deal face-to-face, can’t believe his or her good fortune and runs off to write a proposal that will never be accepted (and maybe never read).

Establish trusting relationships with buyers as the first priority. Then discuss important issues. Move from there to conceptual agreement on how you can resolve those issues and leave the buyer far better off after your project or advice. Then “pour concrete” with questions such as, “Is there anything we haven’t discussed, besides fees, which might prevent you from choosing one of the options I provide?”

Make a clear date and time to follow up, preferably on the buyer’s cell and not through an assistant.

If people don’t trust you, they’re not going to share and they’ll feel no obligation to get back to you.

 

PS:If you’re dealign with a closely held business, never believe the the buyer’s spouse or life partner has no bearing on the decision. Try to meet with them.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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