Recently I have been reading a lot of articles on how to avoid wasting time on people not ready to buy. I’ve also run into several individuals who do not “do proposals” when asked for one by a customer. Their reasoning was they don’t like to waste time on something if it isn’t a done deal. I can totally respect the time management aspect of these attitudes. There’s nothing more frustrating than sinking a couple hours into someone who chooses to do something else or wait for now. But, I would argue these can be opportunities and shouldn’t be dropped lightly. For instance, I had a prospect that I met with for an hour, wrote an eight page report/proposal on what they needed to do and how I could help and submitted it. At the time the prospect said they would handle much of it […] Continue reading