Make the Most of the Ones That Got Away

Sandler Training

Sandler Training

In the normal course of business, things slip through the cracks. Sometimes those things are your prospects:

  • An appointment needed to be moved, but it was never rescheduled
  • You met someone at a networking event who said, “We should get together”, but an appointment was never set
  • Someone requested information, but you couldn’t immediately get them on the phone and they were forgotten
  • You were given a referral, but after a couple of unsuccessful attempts to contact them, they, too, were forgotten

Once youíve identified the ones who got away, commit to contacting them within the next
week. Whatever it takes – a phone call, an e-mail, or a knock on their door – make the contact
and qualify them and schedule an appointment or disqualify them and ask for a referral.

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