Engaging Prospective Clients

Has anybody found themselves in a situation.

Where you meet with a prospect for the first time?

It seems like everything's going well.

They're eating out of your hand, and then crickets.

And you're like, about two, three weeks later, you go, did I say something wrong? Did I offend them?

When 98% of the time it has.

Nothing to do with you.

Or the flip side, you haven't met a prospect yet. Get them on the phone.

Kind of interested, but it's more of a maybe.

Not now than a yes. And they say, wendy, sounds really interesting.

But you know what?

It's March right now. Call us back in August.

For too many advisors, the strategy at that point is I do nothing until August, and I call them back when they asked me to. But dang it, now they've completely forgotten about me.

So what we need to solve today is the prospects that are stuck in the pipeline.

And we also need to solve for.

Those prospects who are a maybe you haven't actually met with them yet, but there may be. And you want to make sure you keep them engaged in the moving forward. Because here's what we want at the end of the day, when we can get meetings set with prospects that already know us and like us, makes your sales meetings so much more effective. And even for those prospects who already met with us but feel caught somewhere in the pipeline, we need a way to keep them engaged. Because what we have to remember, guys, is they're going to buy when they're ready, not when you want them to.

And quite frankly, most of our prospects aren't ready right now. And you gotta remember, we come from an industry, the sales can.

We agree the sales cycle is not.

Short, especially if you're going after larger business. That sales cycle could be pretty long.

And so the question is, what can we do to keep them engaged?