Having asked all the appropriate questions and gathered as much information about the prospects current business situation as possible to judge whether they are in the market for your offer now, in the future or if it will never apply to them.  

When you have determined which of these categories the prospect falls in to you can then either proceed with booking an appointment, keep their name on file with a reminder to get back in touch in the future or delete them off your list entirely.  

Take care not to delete a future prospect by not asking enough questions – you don’t want to burn an opportunity that may present in the future!

If the prospect has agreed to have future contact make sure you record the correct time to get back in touch so as not to miss the window of opportunity when they will be in the market for an offer like yours.


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