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Courting Business by Ann Marie Sabath

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Cutting In: Winning Prospects From Competitors

In business, it ain’t over till it’s over. You don’t have a client until the contract is signed.

Many times over the years, I have courted prospects for an extended period of time only to hear them say, “We’ve been pleased with your responsiveness and see that you have a quality program, however, we have selected another vendor.”

While most people would feel rejected hearing those words, my staff and I have learned to respond by saying, “Thank you for letting me know that you’ve made the decision. I do have one question. Have you signed the contract with the other vendor?”

Because I make a habit of remaining in close contact with my prospects, the answer usually is “not yet.”

So I’m still in the ...

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