If you work in sales, there’s a good chance you’ve experienced what I’m about to describe.
You have an introductory meeting with a prospect. You’re on your A-game and delivering a total banger of a presentation – everyone loves it, there’s fireworks, confetti. Your prospect seems excited and so as you near the end of the pitch, you naturally ask them about the next steps. Then they respond with one of the worst sentences you can hear as a sales professional:
“Send me the PDF and I’ll forward it to my boss.”
Oof. That sentence might be the beginning of the end for a deal, since now it’s out of your hands. There’s no guarantee anyone else will see the most critical information from your presentation, much less a fraction of its enthusiasm and detail. It’s not surprising if the conversation goes cold.
Luckily, there are things you can do to improve your chances in this scenario – and to pre-empt it altogether. Whether you’re closing or just starting with outreach, it’s important to understand why engaged prospects can become unresponsive prospects. Even more important is understanding what to do about it.
So let’s take a look at how to manage unresponsive prospects in a frequently digital-first landscape.