Scarlett Letter #150: “I get the message. This is the last time I’ll reach out to you.”

Does this scenario sound familiar?

You target a prospect. You connect with that prospect, and you take special care to execute all the ‘right’ steps to build a relationship. You develop what you feel is a robust, trusting rapport. You may even prepare a fee proposal, or feel that a request for proposal is imminent. Suddenly, even abruptly, the two-way communication stops. Oh, you keep reaching out, of course—by phone, by email, by social media, by snail mail. But you get no response from this so-called ‘hot prospect’.

This lack of responsiveness is disconcerting, at best. Everyone in sales and business development ...

Tags: AEC best practices, AEC prospecting, AEC prospective client marketing, AEC voicemail techniques, Anne Scarlett A/E Marketing, linkedin

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August 06, 2012