Dear Contact, Hello?!!!?
We are all busy, there is no question about that!
Whether personal or business matters, life catches up to us and forces us to push aside conversations or tasks that can be dealt with another day.
However, I’ve always found it to be bad practice to leave someone sitting in the dark while waiting for some glimmer of something to provide them the information they need to move on. Think Jim Carrey in Dumb and Dumber — “You mean I have a chance?” Any sales person worth their salt will look at radio silence as that glimmer of hope to potentially engage in partnering together.
Let’s think about this — You have a first conversation, it goes well, you agree to the next conversation, all deliverables are handed over in a timely fashion, you have the second call, contracts are pushed over for legal review, you have all of the information you need to be a success, everyone is stoked, further steps agreed to………………………………….Then…………………!
NOTHING! Not a peep, not “Hey, priorities shifted!” not “No!” NOTHING!
When nothing, do you take the time to think about the person on the other side? Yes, that person (Sales) should have enough to work on that the silence doesn’t matter; but it does!
So again, do you take the time to think about your sales person as a person who has a quota and goals to achieve within their job description? Do you think about your sales person as a person with a family, who has to support that family and keep all finances in-line? Do you think about your business and all that person can bring to the table? Loyalty, support, consult, etc…?
I am not suggesting that you move forward with every sales person or company that walks through the door. However what I am suggesting is that you take the time to at least tell the person where they stand. If nothing, if silence then that person is going to continue to reach out and when nothing comes back their way, will run the gamut of emotions trying to figure out where everything went wrong.
I am also suggesting that if something went the wrong way (Maybe the sales person did something to disrupt the momentum) then be a mentor and explain that there were areas for improvement, maybe personally or within their business. This will put you in a better light and allow you to lend support in reverse. You will be a mentor and although your companies aren’t working together, will free the relationship up to grow in different ways. Maybe you all are connected on social platforms and can lend support to each other there. Maybe a friendship blossoms due to shared similar interests (Sports, books, music, jogs, food interests, etc…)
Don’t be afraid to say no. Coming from a 20 year sales vet, no goes a much longer way than silence.
Don’t be afraid to build relationships away from the conversation of partnering together. You never know, you just might learn something new as people have much more to bring to the table then just pitching a product or service.
Yes, this all comes from personal experience — So why not share my thoughts?
A little insight will allow the rep to move on and will end the endless “Hey, haven’t heard from you in a while and wanted to see where we stand!”
They invested time in you so don’t you think it only fair you invest a little time back their way?