CHAPTER 22
Getting Past the Shut Door
You have a lead you know would benefit from working with you, but they are not responding to you. We’re being optimistic by even classifying these non-responsive people as leads. The first question you have to answer is, “Has the lead even seen or heard my messages, and what is their reaction?” You don’t know if the person listened to your messages or read your emails, and ultimately what impact they may have had. Just because they didn’t respond doesn’t mean your messages aren’t having an impact. Procurement agents are notorious for not responding, because many times an ignored message will cause a salesperson to panic and offer a better deal.
You are shortsighted if you think a lead is ignoring you just ...
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