Ask the Cleansing Question
But, the main reason consultants have too many "leads working" is that they don't ask the tough questions early enough. You need to find out if the person you're talking to is really a "player." It's always better to get a "no" early than to waste time, effort, paper and postage chasing shadows that never will materialize.
Here is what you need to do starting today.
Begin cleaning up your "non-prospect" prospects now. Ask this Cleansing Question:
"Mr / Ms Prospect, we've been talking for a while now, and have agreed that we'd be able to help you (fill in with how they would benefit.) I want to be sure I'm not bothering you, or wasting your time or mine. Tell me, what is the probability we'll be able to work together in the next month?"
Think of the possible results here.
1. They say, "Zero probability." Great, now at least you can find out the real problem, or move them out. Movement, forward or out, is progress.
2. They give some other probability. Good, but not great. You want to ask what you both need to do to move forward now. Get specifics. Commitments. Ask them to attach time frames to the commitments. Don't allow them to continue putting you off. Again, movement here is success.
3. You just might get the business right now. Perfect. Sometimes all it takes is the nudge to get the boulder rolling down the mountain.
Do some Spring cleaning. Examine your follow-up files. Prepare your own strategy and ask the Cleansing Question.
