Keeping Communications Open after a Prospect Says No - dummies

Keeping Communications Open after a Prospect Says No

By Joe Waters, Joanna MacDonald

During the course of a sales cycle with a cause marketing prospect, you’ll surely have many conversations, but there’s one word you never want to hear: No, as in, “No, we have no interest in working with you.”

A verbal no will trigger a defensiveness in the prospect that can be very difficult to overcome. That’s why you never want to cross that bridge. Your goal with a good prospect is to keep the lines of communication open so that you can work together some day.

There are many good ways to avoid the dreaded no. How you go about it depends a lot on what you have to say:

“Let’s wait until next month when you have all the information you need.”

“I’ll sign you up for our e-mail newsletter so that you can get regular updates on the progress and success of our programs.”

“How about our next program in March? It has many of the same things you liked about this program, but the timeframe is better for you. I’ll call you in February.”

Always try to keep the door open, even if it’s just a little bit. Because a closed door might just never open again.