Video: How to Follow Up With a Prospect

Don't let yourself fall into the "Assumption Trap".  Not knowing how to proceed can put you into an cognitive stalemate where you think yourself into inaction. The assumptions go like this:

• "They're just busy."
• "They'll call when they are ready."
• "I'll seem desperate if I contact them again."
• and on, and on.

The series of stories we tell ourselves to explain why a prospective client hasn't gotten back to us yet can be never-ending. It's ultimately unproductive, so break the cycle. Replace the assumptions with a plan to follow up – this puts you in influence over the outcome.

Consider the possibility that your proposal is not nearly as important to them as it may be to you. Perhaps they are just focusing on higher-priority matters. Don't take it personally; you would do the same if you were in their position.

This should not be interpreted as an invitation to continue to ping them until they respond or remind them that they haven't gotten back to you. Always add value when you follow-up with your prospects. Put yourself in their shoes: an intrusion that actually benefits you is not an intrusion at all.

In this video, you'll learn some specific ways to add value to your interactions so that your prospects respond appreciatively to your service-minded approach. Your relationship with your prospect is just that – a relationship, so treat it like one that you value by giving before you receive.

In this video, you will learn:

• How to avoid falling into the "Assumption Trap" that keeps you from closing important business
• Effective methods to use when following up with a prospective client, as well as methods to avoid
• How to add value to your proposition when you encounter resistance 

Click below to watch the video.

Check out more business development how-tos, tips and guides:

• Are you a Taker or a Receiver?
• "I don't know... I'll think about it."
• 4 Steps to Overcoming Procrastination