Partners in Prospecting
When your Prospect is “As Cold As Ice”
You’ve spent a few meetings probing and conducting a needs analysis. You’ve checked, double checked and triple checked to ensure your prospect is aligned with you. After gathering all relevant information, you work tirelessly on a proposal. All you want now is to close that deal.
The problem is – your prospect has gone radio silent. You have tried numerous times, to follow up and speak directly to your prospect. All to no avail.
Sound familiar?
Understandably, you feel frustrated. You are not alone. Whether you are new to your business or a seasoned professional, it happens to everyone.
What should you do?
You want clarification that your prospect is still interested. You want to appeal to your prospect in a way that reminds them why they want to partner with you. It is important not to be dismissive or aggressive with them. Always be careful to give them an exit strategy. It’s never easy to lose a prospective client but sometimes you just have to lick your wounds and move on.
Email Template for Interested Prospect Gone Cold
Below is a template I created and tweak to adopt to various situations. I hope you find it helpful.
See below for additional resources that you may find helpful:
If you’ve completed the meeting successfully, here’s a helpful podcast that gives you a quick insight on what to do after your meeting: Meetings are important whether virtual or in person. When you leave a meeting, what are you going to do? | Caldwell Investment Management Ltd.
Getting referrals is a great way to increase your prospect list, and get more meetings. It can be an uncomfortable process, sometimes even a difficult conversation to have; but, there are more benefits to asking for the business rather than not asking at all. Closed mouths don’t get fed!: Call Me: Five Simple Steps for Obtaining Referrals | Caldwell Investment Management Ltd.
You are a professional, you are amazing at what you do, and you’re in this line of business for a reason! Talk about yourself, tell clients what you’re offering, tell prospects about what they get when they work with you. Take yourself to the top because: You’re the Top: The Value of Advice as Your Differentiator – How to Stand Out from the Crowd | Caldwell Investment Management Ltd.
Note: There is a song title in this blog post. Did you find it?
About Jennifer Kuta
For more than 25 years, I have worked with Advisors helping them build their businesses. My commitment to you is to partner with you in your practice and offer solutions to help build your business.
Investment involves risk, uncertainty and assumptions. The value of investments rise and fall and there is a risk you may not recoup the amount originally invested. Past performance is not a reliable indicator of future performance.
The contents of this blog are the personal views of the author and not necessarily the views of Caldwell Investment Management Ltd. The views expressed, while based on current market conditions and information, they are subject to change without notice and as such, there can be no assurance that actual results will not differ materially from such expectations. The comments are an illustration of broader themes and intended to be for general information purposes only.
Forward-looking statements are not guarantees of future results as they involve uncertainties and assumptions; there can be no assurance that actual results will not differ materially from expectations.
The contents are provided as general in nature and should not be relied upon nor construed to be the rendering of specific tax, legal, accounting or professional investment advice. Readers should consult with their own accountants, lawyers and/or financial advisors for advice on their specific circumstances before taking any action.
The information contained herein is from sources believed to be reliable, but accuracy cannot be guaranteed. No representations or warranty, expressed or implied is made by Caldwell Investment Management Ltd. or its affiliates.
Vice President, Business Development and Sales
