It may be on a sheet of paper, it may be a white board, it may be loaded into your CRM system.
But wherever it is, there is a list of people that are just about to buy, deals that are just about to close.
Or so you thought…
Beware of the Full Prospect List
Depending on your personality type, this may be a list of everyone you’ve ever met.
That’s the good news.
Now for the bad news, you are kidding yourself.
- Most of the people on that list already decided that they were not going to buy from you—they just haven’t told you yet.
- The long prospect list is one of the biggest challenges with growing your revenue number—it provides too much comfort.
With a long prospect list, people often times back off on marketing and stop adding new candidates. Then, when they finally realize that their list is full of “non-buyers”, they have to “refill their pipeline”. This should sound familiar.
If you hear the following, you might be in prospect trouble:
“Why don’t we plan on starting next quarter” (code for I’m going to be on the phone)
“I’d like to take your proposal and review it with the team, then I’ll get back to you” (code for thanks for the education, now I can use it against your competitors)
“Let me talk with the accounting group to see if it is in the budget” (code, you’ve been talking with the wrong person).
For your mental well being, go to your prospect list today and determine when the last time you talked with them, gauge their level of urgency, and decide if they fit with what you do. Then, cross off the ones that are long shots to get an honest assessment of your pipeline. Breathe deep and then reload.
Are you ready to develop a system for managing sales leads?
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