The Dead Pipeline

60% of customers say no four times before they say yes.

Four times.

Which means in most cases, the deal you lost last month was not lost because the client did not want what you were selling. It was lost because you stopped asking before they were ready to say yes.

And I want to be honest with you, because this was me in my early days. When I had not heard back from a prospect, I would pick up the phone and ask them if they had made their mind up yet. There is nothing worse than that call. The client hates it. You hate making it. And it almost never works.

You have probably got deals sitting in your pipeline right now that have been there for months. Not closed. Not lost. Just drifting. And if you are truthful, you know deep down you are not going to get them all. So you wait. And hope. And leave it in the hands of the gods.

Meanwhile, 80% of sales happen after the fifth contact. Most directors give up after one or two.

Tomorrow I am going to share with you a step by step process that takes all of that discomfort away. No more awkward calls. No more not knowing what to say. Just a simple sequence that keeps you front of mind and lets the client come to you when they are ready.

And if you want it now rather than waiting until tomorrow, just call or email me and I will send it to you today.

I’m Mark Smillie. mark@ringroseandco.co.uk or 07710 466166.