Don’t Spend Too Much Time Chasing A Prospect
Spend your time on the people who care.
I opened up the account in my CRM and realized I’d tried to reach the same contact at a business 12 times over the course of a few months. Every time I called I would get told to try back or I’d leave my information with the person who answered who always promised to give it to the person I was looking for.
Ever been there?
I think all sales professionals have. We spend much of our day chasing the same people, and when we do, we neglect the others out there that would benefit from hearing to us.
We miss out on sales because we are stuck chasing the same 30 people.
We spend much of our day chasing the same people, and when we do, we neglect the others out there that would benefit from hearing to us.
I remember listening to something Gary Vaynerchuk said a year or so ago. He talked about spending his time on the people that actually wanted to hear from him — the people he didn't have to chase and the people who he could actually help.
When I heard that it hit me hard. I realized I didn’t have to try to get “John” to answer. I could try to reach “John”, but if I couldn't get him after a few tries I could move on because there would be another “Johns” just down the road.
Now don’t get this confused with not trying to reach someone to the best of your ability, or not trying to show someone when they say no that they should listen to you. You’re a salesperson for a reason. You’re good at uncovering pains, even ones your customers may not know they have. Work hard to get the sale and help your clients, but when you feel as though you’re running in circles or you can’t reach someone, let them go. There are others just around the corner waiting for you to help them.
Keep selling my friends,