Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

NURTURING LEADS

Sales are about getting the right message to the right person at the right time. That’s why a sales cycle may take as long as a year, depending on the industry, the nature of your product or service, and the price tag. This means that you may go through this voice mail and e-mail appointment-setting cycle several times with Mr. Target before (1) he has the need or pain you can solve and (2) you catch his attention. The best perspective you can adopt is that each call and e-mail is a step in the right direction, taking you closer to your goal of landing Mr. Target and solving her pain. Persistence is your best friend. However, there’s a flip side to that coin: remember to cut your losses and move on if it’s clearly a lost cause. ...