Monday was the 4th quarter dental workshop in Plymouth, Devon. A timely reminder of the principle of “reservoir marketing”….. That when a prospect says “no” to your business proposal – it may mean “no never” or it may mean “no not now”. You have to ask for clarification and not sink into a “failure” attitude. Then, if its “no not now” (which most often is the answer you will get) ask “when would be a good time to ask you about this again?” And then create a diary system to remind the prospect when asked. Its a simple enough concept – but most small professional service firm owners forget to do it.