Many sales managers will tell their sales staff that you need not contact a prospect if you've contacted them twice or three times already and they still are not interested. However, if you are a salesperson you should be careful how you perceived uninterested prospects. Perhaps it is something you said or perhaps they are interested but not at this time and they are very busy. It therefore pays to stay in contact with uninterested prospects whether you perceived them to never be buyers or not. There are many ways to stay in contact with potential clients and prospects that is not too intrusive. It makes sense to do this and therefore you should consider this as part of your selling techniques. This is not to say you should be too pushy or get into their face, but rather to say that it is wise to leave the door opened. Perhaps in the future they may need to call you to answer a question and even if they do not buy your products or services they will remember that you helped them and therefore they are more apt to refer you. Remember word-of-mouth advertising is a great way to get new prospects and new clientele in your target market. Most people who refer others, refer up. In other words they refer others who have either more money or are more interested than they are. Of course those are wonderful clients to have. Please consider this in 2006. |
