How NOT to Be a Pest
If you work this hard to get their attention, imagine how hard you’ll work on their account.—This is a famous Bill Farquharson-ism. If all of your persistence and your prospecting plan of attack have not yet paid off, mention in an e-mail or voice mail that you will work even harder to keep the prospect as a customer than you did to LAND them as a customer. Can’t hurt.
Give up.—You can use this approach via e-mail, voice mail, or both. Just let them know, very respectfully, (and after MANY touches) that you are done pursuing them for now, but that you are ALWAYS available to them for any reason. I have had this tactic meet with varying degrees of success and only rarely with anger, and I would argue that the good outweighs the bad.
So tell me...Have you ever tried any of these tactics? Any of them work? Let us here it, and thanks again to Sally Kirby for suggesting the topic.
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league. She is also the mother of two sets of twins under the age of ten, so she fears nothing.