Human prospects

I think we often forget that “the prospect” doesn’t have their ducks in a row as much as they’d like us to think they do.

They have overflowing inboxes with folders they used once but keep meaning to tidy up so they don’t lose messages.

They half-use a to-do list app to track priorities, and half-use their CRM to-dos function, with no proper visibility on what they’re doing.

They delay replying to emails that require emotional labor or hard thinking because there’s lots of easier things they could do today that pay the same.

They’ve got office politics where they aren’t sure if rocking the boat with Janine is a good idea today.

They’ve got stuff.

Their delays aren’t killing your sales…
Your feeble follow-up etiquette does.

A lack of patience does.
A lack of empathy does.
A lack of initiative does.

Remember they’re human. Just like you are.