Have you ever been waiting for that prospect to call you back? Or had the "that sounds great, let me check my schedule" experience a customer gives you? C'mon you knowww the feeling. We've ALL been there! In your head your just like "dude I'm a human being, work with me here just give me something...No is better than nothing, right? Ha!
Here are TWO ways to stay in control and keep the process moving along.
- Set rules early in any engagement with a customer or prospect - DEFINE why you're there (even down to that particular moment), what your intentions are, and how you will be following up (work toward deadlines.)
- AVOID at all cost scenarios that require the customer or prospect "getting back" to you - you NEED to do the follow up - REMEMBER keep the ball in your court and control the process.
Check back in Monday and Tuesday as I break down these two "keep the ball in your court" tips further.