Getting a decision

The main objective of following up prospects is to get a decision.

That decision can be:

• Yes, I'm joining
• No, this is not for me
• Not at the moment

Any one of these decisions is clear and lets you know what your next action should be.

If you're making a call to a prospect, you want one of these 3 outcomes, otherwise you're going to need to call them again soon and risk pestering them.

If they are not saying yes, you need to decide what you're next follow up action needs to be.

If they say no, you need to know if it's a definite, permanent no or whether they might say yes if cicumstances were different. If you're not sure, ask!

You can ask, "No problem, Joe. Is this something you would consider in the future if circumstances were different?"

If they say no, they are a definite NO and you can archive their details in your 'definite no' file.

If they say "yes, maybe, probably, you can put them in your tickler system for 6 months time.

If they join, become a definite no or go in your tickler file for 6 months time, they're off your radar, you can forget about them and stop wasting mental energy on them.