In today's business world the sales process can take anywhere from a few days to a few months, maybe even a few years. This means that you, as the diligent salesperson keeping up contact, need to get a little creative to keep your relationship with your client out of the "stalker" zone.
Colleen Francis, contributor to Top Dog Sales Secrets and one of the "5 most effective sales trainers in the market today" (as ranked by Sales and Marketing Magazine), has drawn up rules and even a schedule to help keep you in your client's mind.
Mix up a phone call with an email, and then later maybe send them an individualized hard copy mail piece - not a generic corporate brochure, but something that's relevant to them, like an article you clipped from a magazine with a personal note, a celebration card recognizing their company anniversary or an invitation to your open house. To get you started, try the following schedule:
Week 1: Follow-up call with action items noted for the next direct contact.
Week 3: Company email newsletter, announcement or article. It doesn't really matter what, provided it is content-rich and NOT an advertisement. After all, this contact is intended to increase your credibility, not weaken it.
Week 4-5: Another indirect contact such as a birthday or anniversary card, a note in the mail with a newspaper clipping they might be interested in, or an email with a newsworthy article about their industry. This contact is designed to strengthen your personal relationship, and help you build rapport.
Week 6-7: Follow up again with another direct phone call.
Mix up a phone call with an email, and then later maybe send them an individualized hard copy mail piece - not a generic corporate brochure, but something that's relevant to them, like an article you clipped from a magazine with a personal note, a celebration card recognizing their company anniversary or an invitation to your open house. To get you started, try the following schedule:
Week 1: Follow-up call with action items noted for the next direct contact.
Week 3: Company email newsletter, announcement or article. It doesn't really matter what, provided it is content-rich and NOT an advertisement. After all, this contact is intended to increase your credibility, not weaken it.
Week 4-5: Another indirect contact such as a birthday or anniversary card, a note in the mail with a newspaper clipping they might be interested in, or an email with a newsworthy article about their industry. This contact is designed to strengthen your personal relationship, and help you build rapport.
Week 6-7: Follow up again with another direct phone call.
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