In last week's Windshield Wisdom we talked through before and during meeting strategies you can employ to help ensure your great prospects stay responsive, and continue to move forward through your pipeline.
Based on the feedback you guys have shared, you agree that, in this case, the best offense is a good defense. Click here to go back and start at part 1, The Great Disappearing Act of 2018.
So, what happens when, despite all your planning, great value driven advice, and mutual commitments based on their timing (not yours) doesn't work and they still disappear anyway? Listen, it's going to happen at some point, but a suddenly unresponsive prospect doesn't mean the deal is gone. When that happens, I employ one of these three tactics to bring the occasional ghost back into the light...and that's what this week's Windshield Wisdom is all about.
1. Sometimes, despite executing everything on your end perfectly, a...
It's happened to all of us.
You have a dream meeting. It's open and honest. The conversation flows naturally, and you learn things about your prospect that they openly admit they've never shared with a banker before.
In the end, both of you feel like you're better off for having met, and look forward to exploring working together more in the future.
So, you do what you normally do, a few weeks or months later you reach out to rekindle the awesome conversation you both enjoyed so much...and nothing happens.
You send emails. You make phone calls with messages referring to the previous conversation. You reach out on social media.
Nothing. Nada. It's like they've fallen off the face of the earth.
Before you do a panic "stop in" call, take a second to step back and think about why they might be spurning your advances, and what you can do differently to make sure it doesn't happen again...and that's what this week's...