Getting prospects to call you back

No matter how persuasive, compelling or brilliant you may be, it's difficult to build a relationship with a prospect if you can't get them to call you back.…

When prospects don't call back ask yourself these two questions.

1) Are you talking to the right person?

2) Did you say the right thing?

I developed this methodology to help my clients remember to focus on stakeholder needs. Want to find the right person and say the right thing. Work through the first 2 grids.

Here's some helpful pointers.

Stakeholders can be users, influencers and decision makers. They often overlap and they definitely all have different sets of needs. Know who you are speaking to.

Needs typically come from deficiencies in the workflow. This is not the easiest thing to do. So start with the features of your product or service and think about why you developed them. What were the requirements from the customer?

Requirements is a fncy name for features. Features drive benefits that satisfy needs for your stakeholders.

Follow this process and you will always find the right person and say the right thing.

For more information visit my web site at http://www.stagesofinnovation.com/

Rob Goldberg 2009