Today’s Bissett Bullet: “When should a lead be considered dead? Having invested time into a prospect, how do you know when to call it a day?”
By Martin Bissett
I would suggest that if someone has failed to come back to you on three occasions, over a legitimate period of time – let’s say a month or more – then that particular lead should be considered dead. You are expensive and your time, past a certain point, is far better spent arranging to meet with somebody who is more keen to work with you.
It doesn’t necessarily mean that you won’t ever convert them but for now, it’s time to file them under proposals you didn’t win and move on.
Today’s To-Do:
Who have you met with recently and subsequently been chasing? How many times have you made contact with no outcome? If it’s more than three, take the above advice. As a precaution, diarize one further follow-up, three or six months hence. If they have been legitimately waylaid, they will still have an interest in working with you.
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