Losing a prospect when you’ve nurtured the relationship can be painful. How do you put yourself in the best position for your prospect to choose you?
Have you ever had a prospect say they want to work with you, and they suddenly decide to go with another company?
Have you ever poured energy into helping a prospect make a decision, with great content and multiple conversations, and then they have one conversation with another provider and decide to work with them?
Who hasn’t had these disappointments in their business? We’ve all been there.
I once had a prospect (let’s call him Larry) who I’d been talking to about working together for over a year. We agreed we’d like to work together, but Larry felt the time wasn’t right. I respected and supported that – we each have our own wisdom. Then one day, Larry went to a talk, and signed up with another coach on the spot.
These situations can feel downright heartbreaking, especially if you feel your prospect is the right fit.
When this happens, it may hurt. You may feel angry or resentful. You may want to push them, or other prospects you’re developing similarly, away.
All understandable. When you’re an entrepreneur, business isn’t something ‘out there’. It’s not separate from you. You have a vested interested in bringing in great prospects and sharing your gifts with them.
But here’s the thing. You can choose to be upset. You can choose to be heartbroken.
Or you can choose to see the situation for what it is.
There are many reasons a prospects may go elsewhere:
In the case of my prospect Larry, in that moment, he was close to ready and the coach he ultimately chose was better at communicating the value of what she offered. It clicked.
OK, these things happen. And the last thing you want to do is use manipulative sales techniques.
So ultimately, how do you put yourself in the best position for your prospect to choose you?
This last point is really about maturity. It’s about respecting your prospect’s wisdom and choice, and your own knowledge that you’ve done all you could, with integrity. With that, you can begin to let it go and move on.
Losing a prospect when you’ve nurtured the relationship can be painful. Put it into perspective. They were one prospect. There will be more. Knowing that you’ve done all you can helps.
Ultimately, by continuing to understand, communicate, share, pay attention, and honor your prospect, you’ll create a solid platform for prospects to become clients.
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Life will always get in the way, if you allow it. We can put ourselves in a holding pattern too. For a long time, I put off starting a podcast. I’m not ready, I said. I don’t know how to do it, I said. I’m scared to do it, I said. I’ve got too much going on, I said.