Too many people in sales fall into the very worst behaviour. Worst because they lose money as a result.

Let me give you an example, a true story.

I wanted to hire a person to help me with a project we were working on. As luck would have it the very next day (literally) somebody followed me on Twitter with the skills and experience we wanted.

I followed her back and sent her a DM pointing out only the previous day we’d identified a need for somebody like her.

She replied by saying it was serendipity. I waited, expectantly.

Surely the next message would be “tell me more” or maybe “I don’t work with low-life sales consultants like you” or something. But no. complete radio silence.

We hired somebody else.

If the signs are there don’t be backward in coming forward. Engage by asking a question – it’s the first step to making a prospect into a client.