How to Get an Unresponsive Prospect Talking
Learn how you can save a deal when a prospect has gone silent.
Oftentimes, when a potential deal is on the table, the prospect starts out responsive only to slowly stop responding over time. This doesn’t necessarily reflect badly on your sales skills; it has more to do with the prospect’s waning interest in the deal. However, if you notice this happening more and more frequently, there are things that you can do to improve your questioning and closing skills. Here’s how you can get a prospect to reengage with you.
Don’t Bring Up the Past
If a prospect has gone silent, it’s important that you continue to pursue them. However, it’s important that you don’t call attention to their silence when doing so. This won’t make them more apt to call you back. In fact, this will only make them feel guilty and cause them to avoid the situation altogether. To garner a response, you are better off treating every follow-up interaction as if it’s the first.
Try to Gain Another Opening
If a prospect has been unresponsive for an extended period of time (like many months), then it’s time to look for another opening. For instance, try getting in touch with another contact at the company. Just make sure that you send one last email to your original contact to give them a final chance to respond before moving on to greener, and hopefully more responsive, pastures.
Vary Your Contact Attempts
Finally, it’s important that you don’t fall into a routine when trying to reach out to a contact. Make sure that you are calling and emailing at different times of the day. Just because you had success getting through on a Tuesday at 2:30 pm, doesn’t mean that you should schedule all your calls at this time. Calling on different days and at different times will actually increase your chances of getting through to a prospect.
These are some suggestions that you should try to re-establish contact with a prospect that’s gone dark. Before you can think about closing a deal, you need to actually attract prospects in the first place. One of the best ways to generate leads is by successfully exhibiting at a trade show. Want to make sure your company stands out at your next show, then contact the experts at David Torres Productions for the beautiful, custom designed trade show booth that your business needs.