Most salespeople fail to realize how fleeting and fragile attention is.
If a prospect won't reply to emails, return calls, accept appointments or keep them, it means you haven't created enough interest to earn her attention.
Here are five sure-fire ways to correct that:
- Get referred. Leverage your network. Ask an influencer to smooth your way.
- Call early. Cold call before the morning madness starts (or late in the evening, when it's past). Be ready to stimulate thoughts.
- Send a letter. Provoke thoughts the old-fashioned way. Close by asking for an appointment.
- Send a gift.The right one will earn more attention than it deserves. Try a new dollar bill.
- Go where the prospect goes. Use common sense and a little detective work to learn which events the prospect attends. Button-hole her there. Again, be ready to provoke thoughts.
