Letting Go

We all have prospects who can't quite take the leap to work with us, yet we keep chasing them. Hard as it may seem, I encourage you to identify one stalled opportunity, then let it go and move on.

1. Where do you lose control? Are you getting swept up in the excitement and quoting price too quickly? Doing lengthy proposals before getting answers to key questions? Stalled deals are leading indicators of what needs improvement in your process. Look at where you're being undisciplined.
   
   
2. You want it more than they do, right? When you're not getting responses, you waste time and energy on deals that may not even be real opportunities. I know how tough this is, especially when your pipeline is light. But sometimes you just want the business more than your prospect wants their problem solved. It's not happening right now.
   
   
3. Clear out space - make room for new, better prospects. Pick a stalled deal to drop. Send one last straightforward note making "no" OK, then let it go. I promise it will feel good and will empower you to move on to bigger, better opportunities that actually want to engage with you.

To attract more of the right kinds of new business, you need to clear your pipeline. It doesn't mean you have to let go forever, just for now.

Onward.

Tom

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