“I’m sorry, we decided to go ahead with your competitor.”

Thump! That’s the sound of hopes being dashed to the ground as we realise we have lost an opportunity. What should the next step be?

Often, our disappointment is communicated to the prospect, who has just given us the bad news. Some of us get flustered and quickly end the conversation, while others allow their disappointment and subsequent annoyance get the better of them and become evident. One way or the other, most never re-engage lost opportunities again!

Unless your customer is going out of business or signing an irrevocable long-term contract , there is hope yet. No is simply, ‘Not now’. Be gracious and thank them for the opportunity to participate. Then ask them these three, important questions:

1. “To offer you greater value the next time, where would we need to improve and by how much?” Make notes of this for future reference.
2. “When are similar opportunities likely to present themselves next?”
3. “May I keep in touch in the future, to offer you improved value?”

If you leave well, you will have earned the right to enter again. People may forget what you say, but they will not forget how you made them feel.

Have an opinion, question or story? Click the link below to share it! We would love to hear from you.