If you are a professional sales person it pays for you to stay in touch with your prospects and former potential customers who had given you a negative response to an interest in your product or service. In fact, it makes sense to stay in touch with all your prospects even if they did not buy anything from you and no matter where they fell out of the selling process as you moved to close the sale. Just because someone is not interested now or does not have the money to purchase what you were selling does not mean that at a future date they will not become a purchaser of your products and or services. Additionally just because a Prospect is not interested at the present time in what it is you have to offer, does not mean that he does not have a close business associate or friend who might be a purchaser of your products or services right now or in the near future. You see, professional sales people must stay in touch with their prospects and leave the door open in the potential eventuality of the sale. How can you stay in touch with your prospects? Well often your prospects may not be up on the industry as much as you and know the inside goods on what is going on. It often makes sense to clip articles or print them from the Internet and make copies of them and send them to your prospects. They will be glad to have the information and it shows you care and are also up on the industry. Then you will become an asset to their company even if you never make the sale, as an outside research person. This may lead to more referrals and word-of-mouth advertising and you just accrued another free outside bird dog salesperson helper. Please consider this 2006. |
