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This minimizes leads getting cold. Today's is no better than repeated follow-ups on black holes, he said. What to do when qualified leads don’t buy When qualified leads refuse to buy, or worse, buy from a competitor, it can feel like a hit but don’t take it personally. After all, a prospect’s decision not to buy usually has nothing to do with the seller. It’s about what potential buyers want. At this point the prospect isn't ready or willing to move forward, Calvert said. No more, no less. This is not rejection. No offense intended. They don't judge you and you have no reason to judge them. This is just business. Imagining it to be anything else is a complete waste of time and energy.

It's beneficial to see rejections in this way if the prospect isn't ready to buy now they might be interested in buying from you in the future. Palin said people decide not to buy for a variety of reasons. This could come down to poor timing on pricing, feeling disconnected from your sales process, wanting to wait for you to release new features that provide better solutions to their problems, etc. Every rejection is an opportunity for the sales rep to understand what Email Marketing List went wrong with the prospect or the sales process itself. Sometimes it's taken out of the budget. Sometimes they have other priorities. They change their minds or sometimes someone else promotes another product or service.



Try to find out as best you can, she said. Then I would definitely follow up Did they like what they purchased? Do they know of anyone else who might be interested? Even if someone hasn't purchased your product or service yet, give them a call. Very valuable. Final Thoughts Breaking free doesn't mean closing the door. No salesperson should ever completely give up on any qualified prospect. The reality is that salespeople should be in regular contact with their leads even if they are cold. There is always the possibility that today’s cold lead will become next month’s hot lead or next year’s top lead. Leads are often hard to come by, Palin said. If the lead is qualified in some way and is likely to purchase your product or service at some point I try to reach out on a six week two month cycle.