After a great deal of effort you have finally made contact with a prospect. You meet with them and they express interest in your solution or offering. You send additional information and schedule a follow-up session. However, now you can’t seem to make contact with your prospect. You leave a few voice mails, send several emails all to no avail. A seemingly hot prospect has appeared to turn cold.
Virtually every person who sells a product or service encounters this, and lately, it seems to occur more frequently than in the past. The reason is simple. Decision makers are busier than they ever been. Their resources have been cut but they are still expected to deliver results and I suspect that you are under the same pressure. Here’s a solution.
Stay in the game by demonstrating your value. Do this by scouring newspapers, magazines and websites for information that will help them solve a particular business problem. Send them an article, a newspaper clipping, or other related information. This may sound easy but it is actually challenging to execute (I speak from personal experience). It requires effort and time and it needs planning.
A generic email or voice mail does not keep you in the game but showing your prospect that you are a quality resource does.
Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.
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