boyfriend or girlfriend, breaking up with a prospect can actually be pleasant and doesn't have to involve a sad night alone with a pint of Ben & Jerry's.
On a personal level, you and your prospect might hit it off and spend your time discussing fantasy football or the college you both attended. However, on a business level, you might encounter some serious red flags.
For instance, you might find that the person you're speaking with is an intern and showing no signs of passing you up the chain. Another example: you might discover the company has absolutely no budget for your product or service.
The list of instant deal-breakers is infinite and specialized for every business. The bottom line is all of these ominous hints should tell you the same thing -- it's time to break up.
But wait! You're in the middle of a conversation. You can't forcefully hang up the phone or turn swiftly on your heels mid-sentence and exit. These bad practices tarnish both your reputation and any future business potential.
Not to worry, though. Breaking up amicably is possible. By following these guidelines, you'll be able to painlessly break up with your prospects on a sales call when you realize they're unqualified.
Never Let Them Know It's a Break-Up
By keeping your voice and tone positive and remaining engaged, you can avoid a sharp downturn in the conversation with a lead once you determine they are unqualified.
At this point, let them know that the purpose of your meeting or call was simply to learn about their business and genuinely get to know them. Then, thank them for the information they've shared. In your head, you're letting them down easy. In theirs, they're receiving a compliment.
Give Them Something to Remember You By
After you have established you won't be asking more questions or looking to advance the business relationship at the moment, it's time to provide your prospect with some value.
Let them know that, based on what you discussed, you'll be passing along a tip sheet, ebook, or blog post for them to enjoy. Providing these top-of-the-funnel offers creates value and trust for the prospect and continues to establish you as a thought leader in your industry.
Remind Them That Their Time Is Important
Now it is time for your graceful exit. Some examples of phrases I like to end the call include "I know I probably caught you in the middle of a million different things ..." and "I know you probably weren't sitting around waiting for my call ..."
Before the prospect has a moment to respond, confirm that they have your contact info and let them know they can always reach out to you.
The key to the break-up is to neglect a point of reconnect. Keep it open-ended and vague. When you use this tactic, the prospect will only reach out again if they are serious about your product or service.
What Happens If the Break-Up Goes Bad?
You might be wondering what happens when it's not this easy and a prospect is not so keen on letting you go. In this scenario, I say honesty is always the best policy.
Nicely let your prospect know that you'll be wasting each other's time and you don't want to do that. If the lead is aggressive about pushing forward, send them some information regarding the red flag you saw and potentially reconnect after they've considered it.
When you keep the conversation positive, provide top-of-the-funnel offers, and acknowledge their best interests as you gracefully exit the conversation, it should be enough to leave the prospect with no hard feelings, help build their trust, and keep the door open for future business.
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