Business Development Representative Mock Interview
Practice 30 BDR interview questions covering cold outreach, pipeline building, and objection handling.
Question 14 of 30
What do you do if a prospect goes dark?
How to Answer
Example Answer
Community Answers
There are going to be times when a prospect that appeared to have potential 'goes dark' on you, or, in other words, disappears. The interviewer wants to know how you plan to handle this type of rejection. Discuss your resiliency and ability to bounce back when a prospect treats you this way.
"I know that sometimes a prospect who seems great might end up not working out, for whatever reason. Sometimes they don't have the funding to pay for the product or service, sometimes they lose interest in it, and sometimes there are external factors that play into why a prospect suddenly discontinues communicating with you. I don't take it personally, but if I think that the prospect had a sincere interest in the product or service initially, I make sure to follow up several times before giving up on them. Sometimes people are just busy and need a few reminders before they are willing to move forward."
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Anonymous Answer
If a prospect goes dark I will give them a call in the hopes that we can resume our previous conversation and book a meeting. If I can't reach them via phone I will send a follow-up email including an effective CTA. If they are not interested I will ask if it is related to timing or if it is not a fit.
Marcie's Feedback
Great! Some other tactics you can try include changing your value proposition, calling their assistant to confirm they aren't just busy, and making additional contacts in the company. Has this ever happened to you before? Can you talk about how that played out?
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