How to Change the Minds of Your Not-Interested Prospects
Do you have an old list of uninterested prospects you’re not quite ready to give up on?
Sometimes an old calling list still has some life left in it and can produce valuable results and connections.
Consider these examples.
Ryan spoke with a physician who wanted to learn more about a specialized medical billing program. This wouldn’t be too unusual, except that last year this same physician practice—which had a different decision maker-—had flatly refused to speak with us.
Meanwhile, Lori set an appointment with a bank marketer we’d already called eight times, leaving messages that were never returned. This time, though, she got him on the line—and he wanted to make time to talk.
Finally, Michele set an appointment with a senior-level marketing executive with whom we’d been trying to connect, unsuccessfully, for almost a year.
What was it that caused these prospects to finally turn around?
Usually, it’s a combination of persistence and timing. Last time we called, they didn’t need our services; this time, they did. We were persistent at following up, and finally clinched the appointment by calling at just the right time.
Whenever we call repeatedly on large lists, we prove to ourselves that “Not interested” does not mean “Never interested”—and that “No contact” does not mean “Will never contact.”
So, what can you do to make sure you’re ready when prospects change their minds?
Tips for Keeping Your Name Top of Mind
- Keep on calling! Space out calls over longer periods of time.
- Change up the lists. Start with one list for one or two months and move to another, and then possibly another. Finally, circle back to the original list after six to eight months.
- Identify the highest priority prospects. Call them often, but don’t leave voice messages every time. Try calling at unusual times of day, such as early in the morning, later in the evening, or after work hours, to see if you can get through.
- If you can’t get ahold of someone on the phone but have their email address, send an email immediately after your attempt to explain that you tried to reach them. Do this periodically over a six- to eight-month time frame.
- Intersperse targeted mailings and emails with your calls. This reduces the cost of staying in touch, but keeps you top of mind.
- Never, ever consider a prospect completely lost. They might be ‘sleeping’ for a while—but in many cases, they’ll wake up and connect with you.
Continuing to call prospects who were initially uninterested can feel awkward. But then came the ‘ah-ha’ moments, when prospects who you’d thought were lost suddenly need your services.
Just remember: “Not interested” really doesn’t mean “Never interested,” and “No contact” doesn’t mean “Will never contact.” A prospect is never really lost—just taking a long nap!
Do you have a list of those lost prospects you want to reconnect with? Schedule a call with our team and we can develop a program to help you reach them!