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Do multiple messages make prospects hate you?

Many salespeople worry whether or not prospects are annoyed by their repeated unsuccessful attempts to contact them. If that's a concern for you, here are my guidelines on how often you can touch potential customers on a weekly basis. 
  • Call and leave a message: 2 to 3 times a week.
  • Send an email: once a week.
  • Send mail: once a month minimum. Twice a month to rank higher in the top-of-mind hierarchy.

When you know a need exists and people don't respond after 3 or 4 contacts attempts, assume it's because the prospect is currently too busy to to deal with vendors. 

Voice tone is CRITICAL! Multiple touches aren't enough to make people hate you, but if you start to sound annoyed because they haven't picked up the phone . . . well, let's just say that you're not helping your case.
 
If you know you may need to leave 5 or 10 messages, script them out so they help form a picture of your value in the prospect's mind.
 
Good selling.
 
(PS In latest session of The Sales Meeting we discuss 10 reasons why buyer's don't buy. If you are looking for a way to outsell the competition, check it out.)
 
October 7, 2009
Linda travels to California in November to speak to the printing associations about selling.  Check out their websites.
Linda Training for Printing Industries of Minnesota today.
Linda will be doing a training session called "Sell More Printing" on October 7th. To learn more go to Sell More Printing with PIM 
 
Linda At Print Positive Sponsored by PPI 
Linda will be speaking at the Print Positive Conference Oct 9 - 11 sponsored by the Pacific Printing & Imaging Association. To learn more go to pacprinting.org
 
Linda partners with the PIAG's Associate Counsel to present Solution Selling on October 23. Go to PIAG.org to learn more.
 
About Us

Thought Transformation is a national sales and marketing consulting organization helping companies grow through a combination of tools, training and tactics.
 
The president of Thought Transformation, Linda Bishop is a speaker, author and sales/marketing expert.  She was a top performing commission sales person for 17 years before founding Thought Transformation.  In addition to authoring the book "Selling in Tough Times" articles she has written have been featured in many publications.  Linda has a degree in accounting and MBA in Marketing. Linda is available to speak and train groups of all sizes on sales, customer service and marketing topics.
 
Thought Transformation, Inc.
3510 Evans Ridge Trail
Atlanta, GA  30340
770-846-3510
 
 
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In the 21st Century, how you use time may be the ultimate way to create compeititve advantage. 
 
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Are you looking for ways to grow sales in a down economy? Selling in Tough Times is easy to read and filled with practical advice. Click on the book and order your copy.