How do you follow up with prospects who rejected your offer?

Absolutely on point. Adding to this, it’s essential to view rejection not as a dead end but as valuable feedback. Rejections can be insights in disguise, giving us a chance to refine our approach. Also, it’s worth noting that sometimes a ‘no’ isn’t definitive. Circumstances change. By leaving the door open, being understanding, and revisiting the prospect later, there’s potential for that ‘no’ to become a ‘yes’. Lastly, every interaction, even rejections, helps in building and maintaining relationships. In business, long-term relationships often prove more fruitful than short-term gains. Keep the dialogue respectful and constructive. ??

If someone rejects your offer and doesn't tell you the real reason why that means you haven't built enough trust. If you want the answers you seek you must figure out how to build trust. In order to do that you have to listen, be honest/vulnerable, and be yourself. Have a genuine curiosity and approach the situation not as how can I make a sale but how can I provide value.

- Try and understand what they said no to so you can learn and grow. - Ask them for a referral introduction. - Put them in a 30 day file and touch them once every 30 days. - Move on to your next prospect.

I am in total agreement. Understanding the reason will allow you to assess how (and if) the offering met the requirements. And sometimes the reason is simply timing: budget not released or approved yet for example.

Not all prospects convert to clients. But a no initially does not mean a no forever. Timing tends to be a critical hidden factor. The next time you hear a rejection, ask the client for their welcomed and candid feedback. We should uncover if the declination stems from a tangible reason (price, timing, product fit, etc.) or intangible (relationship, emotional factor, lack of trust, etc.) one. A tangible reason can logically be measured + countered. An emotional based rejection will require much more time, patience, and perhaps luck which we cannot control. In either case, staying in touch to continually serve some value is the ideal course of action. Building rapport over time opens the door to building trust with the prospect.

The aim isn’t just to “sell” but to establish a relationship rooted in trust and value. Tailoring content to their specific challenges shows that you genuinely care about their success, not just the sale. Moreover, personalized follow-ups emphasizing education position you as an industry thought leader. By providing free consultations or demos, you allow prospects to experience your solution firsthand, further bridging the gap between skepticism and trust. Always prioritize understanding their needs over pushing a product. When prospects see genuine intent, they’re more likely to reconsider. Building trust takes time, but it’s always worth the investment.

Nurturing isn’t just about frequency of contact, but the quality and relevance of each interaction. While tools like HubSpot or Salesforce provide valuable data, it’s crucial to humanize our approach. Celebrate their successes, acknowledge milestones, and show genuine interest in their journey. Remember, people buy from those they know, like, and trust. By genuinely investing in the relationship beyond the sale, you position yourself as a partner rather than just another vendor. Over time, trust deepens, and when they’re ready to buy, you’ll be top of mind. It’s the long game, but the dividends it pays in loyalty and referrals are unmatched.

Make notes for your future follow-up actions - take from initial interactions as to the reasons behind rejection. If they'd not give up the exact reason, use some of the discussed things the prospect had going on. Slow-burn enquiries need nurturing, you'll not remember small/personal details months down the road that'll help re-engage and show you were listening - listening & empathy along with being solution focused on the back end will make you stand out. Just remembering to follow-up will impress too - many don't! It might be as easy as mentioning their moving house, kids off to college, or a newborn. Having such detail 3, 6 months or beyond can appear basic/simple, but these little things have an impact on conversions. Give it a go!

Establish a regular call-back cadence like every three months. Find out if they chose another solution or are still struggling with the same pain. If they chose another solution, find out if it is all they expected or if issues remain that your product or service solves. Use these calls to determine what you missed initially and take the opportunity to refocus and reengage the prospect and reinvite them to review your solution once again with more clarity.

If they object and give you room to ask questions-ask if it would be unreasonable to send periodic emails or calls checking in. Send them relevant info, send them collateral, keep track of their org and congratulate them for any wins. A personal connection is a business connection.

Embracing feedback, both positive and negative, is the hallmark of a growth mindset. While it’s tempting to take rejection personally, it’s often a goldmine for improvement. Not every piece of feedback will require a change, but it offers a unique window into the prospect’s mind. Moreover, by proactively seeking feedback, you’re signaling that their opinion is valuable and you’re committed to excellence. This iterative process not only fine-tunes your offer but can also transform a rejection into a future endorsement. Remember, continuous improvement is a journey, and every feedback, when addressed constructively, is a step forward.

Asking for feedback from prospects is essential! If it's in the middle of an open opp- ask where you dropped the ball (it might not even be you.) If its a cold call send them an email after to ask where you went wrong. If they reply- there could be some chance for a future partnership!

While techniques like urgency and scarcity can be effective, it’s vital to use them ethically. Prospects value authenticity. Ensure that any claims made are genuine and in the best interest of the customer. Addressing objections isn’t just about countering them but genuinely understanding the root of their concerns. When objections are addressed transparently, trust grows. Remember, the goal isn’t just to close a sale but to foster a lasting relationship. Making sure the prospect feels understood, valued, and confident in their decision will lead to not only a closed deal but also potential referrals and repeat business. Closing is an art, blending strategy with genuine concern for the customer’s best interest.