|
|
Online Business - Re-Establishing Prospect Contact
Most experienced online business owners know that there are times when prospects suddenly go silent. Even after the best engagement has occurred and the prospect seems to be entertaining the concepts of the proposed solutions something suddenly makes them stop and think twice and they don't want to discuss is any further. Making money at home is not easy and there are some things that you have to learn.
This loss of contact can be quite frustrating because the relationship is set and then severed so quickly. You can try quick phone calls or follow up emails but if they don't respond here, what do you do?
There really isn't any use beating yourself up about it. You have been honest and lay all your cards on the table. You haven't done anything wrong and until they contact you there is little that you can do to rescue the relationship.
Or is there? Maybe this situation has occurred because you are looking at the relationship from the wrong angle. Maybe you have been so focused on the 'sale' that you have missed an important bit of relevant information that your prospect has in their life.
Our focus on the eventual outcome can lead us to not take notice of our prospects concerns and the slightest hint of this in the prospects mind and they turn their back and leave us wondering what went wrong.
We then become pre-occupied with loosing the prospect and dissecting what has gone wrong and again this gets in the way of our relationship with the prospect and the healing that needs to occur.
We need to make sure that the agenda is squarely with the prospect and not with us. The whole relationship with our prospects needs to be based on this. The prospect leads the agenda. The sale never should lead the agenda, nor the outcome and definitely not us.
So can we fix this relationship? If we can make contact; yes. We can acknowledge their decision to not go further. This removes the sales pressure that they may have been feeling. It also opens the door for the prospect to discuss their side of the story with you, their concerns, financial worries or life's pressures from their point of view.
Once you take the pressure off the outcome you stop loosing confidence when the sale has a set back, you stop blaming yourself and you stop being negative.
This in turn decreases your stress levels and so you come across more relaxed. Being empathetic with the prospect means that we stay involved with them and accept their 'no' response and this in itself allows us to move forward and start to work with other prospects. If we aren't overly focused on the sale then we haven't got our own mind berating us for failing to make the ever elusive sale.
When the prospect walks away and you follow them with phone calls and emails it makes it look like you are more concerned with your needs rather than theirs. You are telling them that you are willing to chase them down and do what it takes to get their sale and this just makes them run the other way.
The silent treatment is just the prospects way of telling us that they don't feel comfortable and that are protecting themselves so the more we can relax and just accept the place where the prospect is coming from and learn about the truth in their lives the more they will stop running away from us and the more they will be willing to talk to us about what is happening in their lives.
A call to this prospect acknowledging that you were the cause of the silent treatment and asking for constructive criticism only to help you not drop the ball in the future may re-open communication with this prospect.
Give up on the sale totally and just find out how the prospect perceived you. Learn from the experience and you might just find that the trust is re-established with your lost prospect. You will also find yourself being less negative with yourself and this in itself helps you keep the millionaire mindset and move forward.
About the Author Stephen Farrington is the CEO of Online Buzinezz that can be found at http://onlinebuzinezz.com having begun the long and arduous path to successful online business development Stephen has committed to helping others by writing about what he has learnt as he learns it.
|
 |
Please Rate: |
|
Rating: |
 Processing ... |
(Average: Not rated) |
| Views: | 37 | |
|
| More Articles from Ask an Expert | | |
| Top Articles in Ask an Expert | | |
|
