Take some of the stress out of your life and spend your energies on prospects who really value your products and services.

1. The Situation

You had a great prospect meeting and you spent time afterwards preparing and submitting your proposal.   You feel good and you can almost hear the money making its way towards your bank account!

2. You Hear Nothing

A few days later you call your prospect to follow-up but you can’t get through.  You try again after a few more days, perhaps send an email, but still you hear nothing.  The weeks pass and nothing changes.  You are now really frustrated as you don’t know what is happening.  He/She seemed to be so excited during the meeting.

3. What should you do?

Here is a suggestion.   Write an email or leave a voice message which says:

“(Name) thanks for our meeting on the (date) in which we discussed your requirement for (XYZ).   I have tried to contact you several times since to follow-up on the proposal that I submitted.  As I haven’t heard from you, I have assumed that I won’t be awarded the contract on this occasion.  I wish you every success and hope that we may have the chance to do business together in the future.  Regards (Your Name).”

Put the phone down or click the Send button.  That’s it, no more chasing. 

4. What happens next?

One of two things will happen:

• Still you don’t hear anything back which confirms that you weren’t going to get the contract anyway.  Now you can concentrate your efforts on customers who really want to do business with you.

• Your prospect replies and apologises for not getting back to you earlier, and yes he/she does want to go ahead.  Bingo!  Now you can think about booking that holiday – but I suggest that you wait for the money to hit your bank account first!