Don't Give Up - Kelley Robertson

According to recent survey I read 67% of sales people stop trying to connect with a decision maker after just six attempts. However, other research has shown that it takes at least fourteen attempts to connect with key executives. That means most sales people give up far too soon.

In addition to giving up too soon, a mistake these people make is that they don't have a strategy. It is critical to remember that every executive is extremely busy and plagued by sales calls. Leaving a generic message is not going to motivate them to call you back. The key is to develop a campaign of touch points. Here are four examples:

1. Leave a voice mail message with information that will help your prospect address a specific problem

2. Send them an article that relates to their business or a current business challenge they may be facing

3. Email a link to website that offers something of value (not yours!)

4. Mail a postcard that outlines strategies they can use in their business.

The key is to connect with them in different ways. Develop a campaign, use a variety of strategies, and don't give up. Your results will improve.

Have a productive and profitable week!