Major changes can happen at your prospect's company without notice. Management turnovers, new offerings, and disruptions in the marketplace can all open up new opportunities for you that might not have been present the last time you were told no.
Find out what's changed in your prospect's world since you last talked. See if there are changes that shook up the status quo that could push your contact to rethink his position about what you can do for his organization.
If you haven't already, nurture a coach from within the prospect's organization who can give you a sense of what's changing internally. Keep asking, exploring, and searching for a good fit between a need and what you can offer.
What you're doing is developing a strategic plan to go back to that old prospect. Use the new information you gathered to create a compelling case why it would be a good idea to talk to you again. Doing so proves to your contact that you've given some thought to his current challenges and that you have a solution that could help his organization alleviate a potential threat or use a market trend to its advantage. You're positioning yourself as a partner rather than just a vendor who was shown the door some time ago.
Just because a prospect said no the first time doesn't mean all is lost with that potential customer. Pay attention to your prospect's environment so you don't miss out on the tides that might turn in your favor.
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