Get Prospects to Hire You Mastering Cold Sales Meetings: How to Turn Cold Prospects into Clients Giving Prospects the Confidence to Hire You Marketing Isn't for Quitters: 4 Key Steps for Nurturing Long-Term Leads

Okay, so you sent the prospect a letter. Or you had a great meeting. Or the prospect came to a seminar. And nothing happened.

You've learned the basic lesson. An initial contact, no matter how friendly, is not a marriage vow. Follow-up is necessary.

The fact is that in professional services marketing you've got a few distinctive things working.

• The prospect may like you, but doesn't need your services at this moment.
• The prospect is not in a position to make a decision on his or her own and must discuss it with others. After all, you're not selling vacuum cleaners.
• The prospect has seen you—plus half a dozen of your competitors. He can't make up his mind, partly because he doesn't quite remember which of you said what.

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