Dear Prospect: Here’s How to Get Rid of Me
Bill’s note: This is a response to a LinkedIn blog posting called Dear Vendor: Here’s why I won’t call you back.
Okay, Lisa, I get your points. You don't want to hear from me every day and you don't want me to call just for the sake of calling.
That's fine. I don't like making those calls anymore than you like receiving them!
So, I tell you what: I will never cold call you again. Ever. I will never leave another voicemail message that you need to delete after the first five seconds and I will never fill up your precious storage space if you will only do one thing for me in return:
Bring back monthly office hours!
This old sales dog remembers a day when Buyers used to set aside two hours each month so that non-incumbent vendors could bring in their new ideas and wares. Sign up was done in advance and we'd get 10 minutes to prove our worth and earn a return visit.
Imagine this outgoing message on your voicemail: “This is Lisa. Thank you for calling. If you are a new vendor, please go to our website and sign up for a timeslot on my calendar. I am interested to know what you offer that we do not currently have. You will get 10 minutes. Be prepared by researching our company and come with an understanding of our challenges. Prove to me that you can bring value and we will meet again. I thank you in advance for your interest and time. I understand that a good vendor is as important as a good customer and I look forward to meeting with you.”
No more voicemail.
No more need to delete, delete, delete.
In return, you will meet with eight vendors a month and hear eight new ideas. It's a simple solution that services us both.
I'm happy to make this trade with you. Are you in?
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Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.