By Alan Weiss, Contributing Editor
I'm astounded at the lengths consultants reach to ruin their own marketing and sales efforts. But, let me count the ways.
1) Leaving Every Stone Unturned
The absence of a definitive next step will usually result in a dead end. We need to stop holding our breath and congratulating ourselves when a prospect says, "Let me think about it," and start replying, "Sure, when would you like to talk again; how about Tuesday at 9?" or, even better, "Is there anything we can discuss right now that may clear up any perceived obstacles?" We need exact dates, times, and actions, and never an, "Okay, get back to me when you're ready."
We shouldn't feel "complete" or "accepted" until the check clears the bank.
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