This is a phrase that we hear from salespeople all too often.  Emails and voicemails are not – and I repeat, are not – adequate means of following up on prospects and leads.  Sending an email doesn’t mean your contact got the email; the same goes for voicemails.

Let’s become proactive and work hard to get your prospects on the phone and/or in a face-to-face meeting with you.  Now, in order to do this, you need to make sure that your customers understand the value of talking to you.  The easiest way to estimate the value of engaging with you is for you to understand what it costs a customer to say no to you and your offer.

You see, the other side of no or “not now” is the value that the customer will get.  If they see no value, then they won’t answer the phone and won’t respond to emails and/or voicemails.  If they understand what it costs them to not implement the ideas, products, services and/or solutions that you’re presenting, they will have a degree of urgency which you’ll find to be very profitable.

So, let’s take the initiative during these interesting economic times.  You can opt out of the recession by being proactive.  And, remember… Somebody is buying something from somebody, somewhere.


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