The Waiting Game

Someone tells you they’re interested—but the timing isn’t right. What should you do next?

Most businesses make one of two choices: they disappear and hope the prospect eventually comes back, or they start sending a series of increasingly awkward “just checking in” emails.

There’s a much better approach.

In this episode of The Velvet Rope Playbook, I tell the story of Laura Bennett, a specialist who designs private wine cellars for serious collectors. When a potentially lucrative project gets postponed, Laura discovers that effective follow-up isn’t about repeatedly asking prospects whether they’re ready to buy. It’s about giving them a reason to be glad they’re still hearing from you.

We’ll look at what you can actually send during that waiting period—including useful ideas, articles, case studies and observations that demonstrate your judgment—as well as how to use what prospects have already told you to make your follow-up far more relevant.

Because the objective isn’t simply to stay top-of-mind. It’s to become more valuable while they wait.

For more strategies for attracting and converting affluent clients, visit GetWealthyClients.com.

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