Pick Up The Phone and Sell

CHAPTER 32CALL PROSPECTS YOU'VE TALKED TO BUT WHO NEVER BOUGHT FROM YOU

Finally, after eight chapters about different customers you can call to significantly grow your sales with them, we've arrived at prospects.

These prospects are people you know. You've talked before.

In fact, you've discussed doing business previously, but it didn't come together.

Perhaps they almost bought.

Perhaps you met in person and discussed the framework of the products and services you might provide.

In my sales growth consulting practice, I have a lot of people like this, who considered working with me but didn't pull the trigger.

And every year, some prospects from this group become clients.

Why?

Because I reach out to them regularly.

They hear from me.

I stay in touch.

I keep trying to help.

Because that's my job.

And your job.

That's the work.

ABOUT THIS GROUP OF CUSTOMERS

They buy what you sell, but not (yet) from you.

They're currently with the competition.

Life is not nearly as good with the competition as it would be with you.

They know your name, and you know theirs.

They will remember you when you call them.

This is a warm call, not a cold call.

It's a friendly call.

It's a feel-good call.

Let's go help them!

WHY CALL THEM?

We call prospects we've talked to previously because it is the implementation of our perseverance.

It is what we do, but our competition does not.

It creates a desire within the prospect to reward us with business.

People appreciate multiple efforts because they ...