We are all in sales business in one way or another because we have a product or service to sell to others in order to solve a “big problem”.
And we spend a lot of time prospecting new business through building our contact database.
Through networking .. or by using LinkedIn … or by some means of marketing, either print or online just to name a few …
We then perform follow-up according our own defined schedule that has worked for us in the past.
But then you suddenly start to see a trend in a particular prospect.
Lunch meetings with them get cancelled at the last minute for no real reason.
Coffee meetings either get pushed off and never rescheduled due to last minute illnesses.
Phone calls go unanswered and emails get ignored.
The prospect has suddenly gone COLD.
When this happens to you, do you consider this prospect “lost” or just “not ready”?
How do YOU warm them up?