Don't Act like a "Desperate" Chick
When doing business development, I've noticed some sales executives just don't know when to give up the chase. I actually think you shouldn't spend too much time pursuing a prospective client. Why? Because at some point the time you've invested in what I call fence-sitters ends up wasted. And fence-sitters can also make very difficult clients. Indecision doesn't bode well for how the relationship will go in the future. All the time you spend in hot pursuit could be channeled to a more productive client who is ready and steps up. Or that same amount of time could be spent on perhaps 4-5 prospective clients all ready to move ahead. Time and attention plowed into fence-sitters runs the risk of never paying off at all when in the meantime you could have had maybe four times the payoff just by shifting your attention. What I recommend is you put in a policy that you will take no more than two meetings (coffee meetings for prospective clients ... free meals doesn't li...