How do you respond when a prospective client that said NO to your offer six months earlier calls you up saying they want to have another discussion about becoming a client of yours?

How do you feel when you receive those phone calls?

Are you happy, surprised, optimistic…

What will you say to that person that six-months earlier said NO to your proposal and now just told you he would like to reconsider discussions about becoming your client?

Here is what I say in that situation…

“I really appreciate you calling and telling me you would like to have another discussion on becoming a client, but can I ask you a question before we discuss that possibility?”

“What is different now compared to when you said NO to our offer six months ago?”

Why do you think I ask this question emphasizing the words different and NO?

How do you believe the prospective client will answer this question I shared with you and what are you seeking to uncover by asking this question?

Please comment below your response to my questions.