ReadyTalk

Meet with Confidence

Guest Post: Are Your Prospects Disappearing into Black Holes?

Posted by Mike McKinnon on
Share this Post:

By Jill Konrath, author of SNAP Selling & Selling to Big Companies

Don't you just hate it when hot prospects suddenly stop returning your call?  It's especially hard to deal with when they'd been so eager to move forward with you only weeks before.

At first, you assume their lack of responsiveness is an isolated situation that will quickly self-correct. But after repeated failed attempts to connect, you start to question your own sanity.

You could have sworn they were interested, but their current behavior indicates otherwise. And, not wanting to appear too desperate or to come across as a real pest, you're stymied in terms of what your next steps should be.

Truth be told, they've disappeared into the infamous "Black Hole" - sometimes never to be seen again.

Why They Disappeared

As a seller, it's always important to analyze what may be causing this behavior before taking action. In my experience, these are the typical reasons why prospects disappear into "The Black Hole."


  • They're totally swamped. Without a doubt, this is the most common. In virtually every company today, people have way too much to do and not nearly enough time to get it all done. They fully intend to continue the conversation, but not right now.

  • Priorities changed. This can happen overnight. Changing market conditions, bad 3rd quarter results, and new leadership are just a few of the possible root causes. But when this happens, it's darn near impossible to regain your momentum in the short term.

  • Lack of urgency. Sometimes sellers confuse a prospect's interest level with a desire to take action today. As such, they share all the glorious details about their offering instead of building a business case for immediate change.

  • Column fodder. Occasionally prospects just need comparative bids/pricing to justify their decision to go with another company.

  • They know everything. When prospects feel they have all the information they need, there's literally no reason to talk with you any further.


Different reasons call for different actions. Some you can prevent by doing things differently in your customer interactions. Always be open to this possibility since prevention is your best cure. Others you have no control over.

 

In any case, you need answers! Is it "yeah" or "nay"? Are they still interested or not? Should you keep pursing them or find new prospects?

If these are issues you're struggling with, join me for my Friday webinar on How to Keep Sales Momentum Going. You'll get lots of ideas you can use right away.

 


Comments for Guest Post: Are Your Prospects Disappearing into Black Holes?

blog comments powered by Disqus

Recent Posts

7 Ways to Do Security

7 Ways to Do Security If security is a priority for your organization, you will want to ensure that your audio and web conferencing services and recordings are not being accessed...

It's All About Velocity (part III)

This is the final post in a three-part series on funnel velocity. As we talked about in my first post, velocity is a key measurement for marketing efficiency. In my second post, I...

It's All About Velocity (part II)

As you read in yesterday's post on funnel velocity, you first need to identify all of the breakpoints in your lead process before you can start tweaking them. Let’s take a look at...

It's All About Velocity (part I)

This is the first post in a 3-part series about funnel velocity. These days’ marketers are really good about measuring a lot of things. Most marketers could tell you their CPA...

Not more content, better content

Not more content, better content A recap of Ann Handley’s Everybody Writes webinar presented on 11/13   ReadyTalk, Marketo, and several other sponsors were fortunate enough to host...

15 ways to know it’s time to break up (with your conferencing provider)

The road to a fulfilling, enduring conferencing partnership is almost always littered with a few attempts that turned out to be bad technology experiences, poor customer support...

Volunteers in Action: ReadyTalk helps out with Clothes to Kids

ReadyTalk recently had a chance to make our third visit to an awesome organization called Clothes to Kids! We brought along 10 volunteers to help kids and parents shop for clothes...

Debunking Webinar Myth #8: People never attend webinars

Debunking Webinar Myth #8: People never attend webinars Again, when it comes to webinars, it’s important that you manage your expectations. While you might have a lot of...

Debunking Webinar Myth #7: Webinar promotion is expensive

Debunking Webinar Myth #7: Webinar promotion is expensive. This is one of those myths that perplexed us the most. We live in a world dominated by the Internet. Marketers can...