How to Lose a Prospect

September 9, 2010 at 11:09 am Leave a comment

Sales is an aspect of everyone’s job, including the economic developer and economic development leader. This article offers sound advice on what to do and not do when communicating with a sales prospect. These same tips can be helpful in fundraising!

When you make contact with a new prospect—either by telephone or in a face-to-face meeting—you have an extremely short window of time to connect with them. If you fail to achieve this, they will quickly tune you out. Here are several things you can do to lose your prospect’s attention in the first five seconds of the conversation:

  1. Start a telephone conversation with, “Hi, how are you?”
  2. Open your conversation by introducing yourself, your company, and what you do.
  3. Make small talk about “stuff” you see in their office (awards, plaques, photos, etc.).
  4. Give them an overview of your products and services.
  5. Explain how your product or service will benefit them.
  6. Tell them what companies you have worked with.
  7. Show them the awards and accolades your company’s service has received.
  8. Give them a brochure that outlines your key services.

Read more here.

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Entry filed under: Prospect Communications, Sales Communications. Tags: , , , .

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