We’ve all been there. The customer is saying all the right things, but we don’t seem to be able to get the deal to move. We work our asses off for days, weeks and even months but then we get the dreaded email, sorry we’ve decided not to move forward.
In Take 16 of #heykeenan I break down how you can know if your buyer is serious or not.
https://youtu.be/sngE9_UJ_RU
Stop wasting time on prospects who aren’t going to buy.
Excellent advice Keenan. And you are rocking that shirt my man!!
Great show today Jim, keep up the great work. – Barry.
Good suggestions. I think you can also get a good read of a prospect by seeing what content they read, links clicked, emails read that you have sent them. If the attachment is never opened or the link never clicked then engagement is low and likely the prospect is not as interested compared to someone else who does read through content. There are numerous products out there that help measure prospect engagement: Yesware, Tout, Tellwise, Clearslide are good examples.
Well done, Jim. I have been learning to DISqualify prospects first. I don’t want to spend any more time than necessary with someone who is kicking the tires or affirming the deal they already have.
Cheers