"Lost" sales opportunities can be recovered

Bringing in new paying clients consistently is the lifeblood of your business.?

Then why do so many of your new client opportunities end up?disappearing??

There's nothing you haven't done "by the book". Your relationship is built, value is provided, education is provided, and you give them freedom to make their own decision...and then, poof, they are gone.?

Considering you had a chance to assist them with their business concerns, why does this keep happening??

Trap of "Hopeium"?

Often, business owners are in a "sales mode", focusing on their hopes and desires, which I call "hopeium."?

The problem with hopeium is that subconsciously you are trying to make the sale, rather than determining whether or not you are a good fit with your prospective client.?

You automatically begin anticipating the "next steps" when you are focused on the outcome, which takes you out of the process of building trust.?

You feel betrayed when they don't return your calls...because you gave them everything they needed to choose you.?

Is there a way to avoid being "ghosted" in this way??

Of course...but you need to shift your mindset from selling to getting to the heart of the issue.?

Step backward, not forward?

I suggest taking a step backward instead of trying to move forward.?

Following up with vanishing prospects to try and get them on board is a way to follow the old mindset of chasing sales.?Rather than knowing what they really think, you're focused on getting a "yes".?

In spite of the fact that you do not know what the truth is yet, you have not lost the sale.?Re-engaging your prospective clients involves calling them or sending them an email with what I call the "apology" message.?

Subj: Apology...?

Hi Jim, hope you are well...?

I’m not reaching out to you to move things forward, as I assume you most likely chose another financial advisor...which is perfectly ok.?

I’m just writing to you for only one reason... to apologize.?

I feel like somewhere along the way, I may not have answered all of your questions or provided you with all the information that you were looking for...or perhaps it was something else.?

I’m just reaching out to you to ask if you’d be so kind to share some feedback on how I can improve and could have done a better job, should we ever have a chance to work together in the future.?

We only get better in life if others are open to sharing the truth of how we can improve ourselves.?

Jim, I would really appreciate any feedback that you'd be open to sharing.?

Looking forward to hearing your thoughts...”?

It may seem uncomfortable at first to say or write this to your “lost” prospects, but let me tell you: if you are willing to be humble and “fall on your sword” in this way, you will likely hear back from them faster than you could ever imagine -- and they will tell you the truth about where you stand.??

This approach shouldn't be taken lightly.?

The only alternative is to keep "chasing" them, which you would never want to do.?

Unlock The Game?, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continue to break?new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. Get access to the Free Masterclass at www.UnlockTheGame.com/Video and subscribe to this podcast or to be a guest on the show, visit?www.UnlockTheGame.com/Podcast?