Here’s what I do when a prospect won’t or can’t buy

No matter how great your offer, you’re going to encounter prospects that either won’t or can’t buy. Four out of ten hits at bat gets you into the Hall of Fame, what do you do the other 6 times?

Ask for a referral.

If a prospect won’t buy, ask them who they believe you should call next. Ask for the name of a business or person they believe you should call that will find value in your product or service. Then call that business or person and use your first prospect’s name as reference to your call.

Here’s how it works:

Me: It doesn’t look like we’re going to do business together. If you were me, who would you call next? Do you know anyone that might need a service like mine?

First Prospect: Why don’t you call Joe Prospect, I met Joe a while back and he mentioned a need for something like this.

Me: Thanks! Can I have Joe’s number and contact information?

Fast forward…

Me: Hi Joe! I’m Jim Logan. First Prospect told me I should call you, he believes I have a service you’ll find of value…

Just because a prospect doesn’t buy, doesn’t mean they’re without value. Ask for referrals, stay in touch, and network with them. Your next customer is just one referral away.

Do you have any good referral stories to share? Any tips to getting referrals from prospects or customers?