When it comes to pursuing a prospect, I see lots people who give up way too early and you know what . . . I also see lots of people hanging on way too long.
Truth be told, I see both sides of this one because on one hand we don’t want to just give up. On the other hand, we don’t want to expend resources on something that just isn’t going to happen.
Kind of a damned if you do, damned if you don’t scenario . . . no?
Perhaps the answer lies in removing the extremes from our choices and selecting a safe middle of the road approach. That’s why, I don’t give up . . .
I alter the frequency of contact!
Perhaps I’ll call them twice a year unless my sales listening station tells me “Get in there now dude!”
This way, I’m not giving up while at the same time I’m not expending my resources on someone who has told me “No”.
Personally, I see no downside in continuing with a modified contact frequency.
Things have this crazy habit of changing and there is zero return on firing a prospect simply because of a “No”.
Too many times we’re guilty of perceiving a “No” as a door slammed shut for all eternity. The sad part is that we fail to realize, that we in fact were the ones who welded the door shut . . . not the prospect!
So where do you stand on this whole business of the dreaded “No”?
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I can’t recall whose advice this is, but I read that “No” sometimes really means “Not now.” So I think your strategy is just right, Paul. I do stay in touch with prospects who have said “No” in one way or another — but just enough to stay on their radar in case their situation changes, in case they change their mind, and in case they know someone who might need my services.
Well stated Bonnie . . . I really like your point “in case they know someone who might need my services”.
Thanks for contributing to our discussion Bonnie!
I don’t stop all contact–that also sends a message. I like to forward a short email if something that pertains to their industry/environment. Sometimes it’s a couple of years later before they have a need we can help with.
I like the idea of sending along things that may be of interest. It helps break up the calls and allows us an opportunity to give some value upfront.
Thanks for stopping by!
I don’t stop all contact–that also sends a message. I like to forward a short email if something that pertains to their industry/environment. Sometimes it’s a couple of years later before they have a need we can help with.
I like the idea of sending along things that may be of interest. It helps break up the calls and allows us an opportunity to give some value upfront.
Thanks for stopping by!
Thanks for the valuable lesson Paul!
The thing is not to take a ‘no’ personal. Maybe it’s not the right time, the prospect cannot justify the investment yet etc.
Key is to make sure you know WHY the prospect said ‘no’. Only if you know their true objections to buying from you, you can make decisions on contact frequency or allocated resources.
Wim
I like that Wim . . . well stated and something that will allow us to customize our “stay in touch” efforts!
Thanks for the valuable lesson Paul!
The thing is not to take a ‘no’ personal. Maybe it’s not the right time, the prospect cannot justify the investment yet etc.
Key is to make sure you know WHY the prospect said ‘no’. Only if you know their true objections to buying from you, you can make decisions on contact frequency or allocated resources.
Wim
Paul…as always..thought provoking posts.
I have been selling for 100 years and am guilty of both reactions (staying too long or leaving early). I always find a way to stay in touch.
This situation lends itself perfectly however to having a more aligned sales and marketing team. In alignment, this prospect (now suspect) would be turned back to marketing for them to stay in touch with until signs of new life appear.
Thanks Todd!
Thanks Todd!
Paul…as always..thought provoking posts.
I have been selling for 100 years and am guilty of both reactions (staying too long or leaving early). I always find a way to stay in touch.
This situation lends itself perfectly however to having a more aligned sales and marketing team. In alignment, this prospect (now suspect) would be turned back to marketing for them to stay in touch with until signs of new life appear.
I program my employers crm – “customer relation software ” { act, goldmine, sales.com or similar } to remind me after so many calls during a month to space out the follow on check in call 1 to 3 months later. However, if the contact answer the question when it would be best to call him – 6 months later or december – i plug that delay into the crm calender. at some point the caldiminish to 2 a year – then yearly
Now there’s a great system!
Thanks for sharing that!
I program my employers crm – “customer relation software ” { act, goldmine, sales.com or similar } to remind me after so many calls during a month to space out the follow on check in call 1 to 3 months later. However, if the contact answer the question when it would be best to call him – 6 months later or december – i plug that delay into the crm calender. at some point the caldiminish to 2 a year – then yearly
Now there’s a great system!
Thanks for sharing that!
I agree with Bonnie and Paul. There’s a difference between “not today”/”not now” and “not EVER”, and the latter should rarely occur. Changing contact frequency will confirm what’s initially heard, and maybe even result in some referrals. Thank you for helpful advice!
One of the best books I ever read (all 74 pages of it) is called Getting to No. If you are in sales…buy it.. read it…embrace it. YES is the destination but NO is how you get there.
I’ve been meaning to check out that book Trish.
Thanks for suggesting it!