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 were actually the ones who slammed the door shut . . . not the prospect!

So what’s your take on the dreaded “No”?

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