When you’re frustrated by a prospective client, it’s often because they need your help… but don’t want your help.
Successful relationships require clients who Need and Want your agency’s help.
No matter how great someone sounds on paper, no one’s truly a qualified prospect unless they want to pay your agency to help them now.
Until you recognize—and act on—this, you and your sales team will waste time on bad prospects. Fortunately, there are five things you can do once you realize there’s a need but not a want. Let’s take a closer look!
Sales Success = Need + Want
Think about when seemingly-interested prospects have disappeared into The Abyss. In rare cases, they lied about their budget.
More often, they have the budget—yet they think they can handle it themselves (typically a poor assumption on their part), or they think your help isn’t worth it. In some cases, other things came up, and getting help isn’t a priority any more. They aren’t feeling urgency. [Read more…]