On several occasions I made the error of stopping the communication with a prospect that seemed to have no hope of being my customer.
The reality is that all organisations are in a state of constant flux.
Find a way to ‘touch base’ with these organisations at least once a quarter. It could be as simple as a 5min phone call or a coffee catch-up.
By doing this you are not only getting good information, but you are building up relationships that can be relied on in the future.
For example one contact that I had a good relationship with changed jobs. Although he could not purchase from me in the first organisation, the second organisation was much easier!
Time marches on.
Opportunities will change.
Make time your ally.
