Does this sound familiar? You get a referral. You meet with the potential customer. It goes well. She seemed to enjoy it. You certainly did. It looks like you might well work together. So, you run back to the office. You prepare the information she wants. You send it to her on time. You can almost smell the sale. But then you don’t hear back. Nothing.
And you now have that horrendous dilemma – do you:
- chase her, and feel you’re pestering; or
- leave it, and feel impotent?
Both horrible, yes?
The fact is: it’s hard to re-ignite these things once they’ve gone cold. A delay is never good. So, it’s essential you do all you can to inject pace and stop this happening. [click to continue…]