Appointments

We’re revisiting the topic of why appointments cancel.  Recently I received a comment about potential customers cancelling appointments or not responding after they had been provided with a quote.  So this is a continuing concern for many.

Let’s say you have uncovered potential customer pain points and addressed how you satisfy them. You know that, yes, there was a stated sense of urgency,  You understood that getting a solution to the prospect’s pain point was a priority.  So why aren’t they calling back?

Here are a few possible explanations from your prospect’s point of view that may have an impact:

  1. They have chosen another solution and they don’t want you to talk them out of it
  2. They have chosen another solution and don’t want to hear why you are the superior solution
  3. They have chosen another solution and are involved with implementing that solution
  4. They have chosen another solution and don’t know how to break the news to you
  5. They had to chose another solution and don’t know how to tell you
  6. They have made no decision and don’t know how to tell you
  7. They have made no decision and don’t want to be talked into making one
  8. They have made no decision and are not ready to make one
  9. They haven’t gotten around to reviewing the quote yet
  10. They are in the process of making a decision and you are not being considered
  11. They are in the process of making a decision internally and have everything they need from you to make their decision
  12. They are in the process of making a decision and have a formal process that excludes interaction with vendors after a certain point
  13. They are in the process of making a decision and have designated a point person for you interact with and you are not interacting with that person
  14. They have not had time to review the quote
  15. They have had time to review the quote and it’s not what they were expecting
  16. They are shopping your quote around
  17. They needed your quote to say they included x number of vendors in the selection process
  18. They have had a professional or personal situation come up that becomes a priority and carries a sense of urgency
  19. They are too busy to call you back in the timeframe that makes sense for you
  20. They don’t want to call back

I’m sure there are many more reasons that potential customers don’t call after they receive a quote. There is no magic formula to getting a call back from a potential customer a certainty.  What you can do is try to learn what considerations are going on in your prospect’s mind, and see how this may improve your lead development efforts going forward.