Thursday May 19

In order to stay on their prospect's radar, they will often, rightly, diary ahead reminders to make contact on a periodic basis. Of course, being diligent sales people, they will never miss a contact.

However, this diligence may be misplaced, especially if the only outcome is that they pick up the phone and say something like, "Hello. It's me again. Are you ready to buy from me yet?" If nothing much has changed then the answer is likely to be, "No".

It would be much more effective, rather than rushing to pick up the phone, to spend a little time thinking and planning. If the prospect is a good one (and by definition, if they are in the Top 10, they should be) it will be worth spending some time researching and creating a different approach. If nothing else, at least it will come across as fresh.

So my tip is this; don't contact good prospects just because your diary tells you it is time to do so. Contact them only when you are satisfied that you have something new and worthwhile to offer.