After you have got past the gatekeeper, mailed your introduction letter and flyer to the decision maker,and followed-up with a phone call, now what? They are not interested in your service at this time but they will keep you in mind.Do you call periodically to remind them, send them more info or what? How often should you contact a prospect, with what info and for how long?I hate to give up but you start to feel like a nuisance after a while, especially when they don't reply. Confused.

After reading one of Ricks stories about being persistent I wouldn't give up. It was about him going back to a business constantly and asking to see the person in charge untill one day it paid off. Good story. I can't remember how far back it was.

I understand your frustration. There are quite a few things you can do. As I'm sure you know sometimes you have to read people's body language (when that is appropriate) and/or just guage their interest in you and your subject matter. Althought that is not the tell all, but some people I've found you're not going to win with. Beyond that, you can send them interesting articles about carpet cleaning and maintenance. Drop buy with some dounts or any kind of goodies and just leave them with your business card attached. I presume you asked if you could call them back and when? Do it. Rick will likely chime in with some great ideas too. Don't stop keep visiting people.

Ken

You need to ask yourself... how important is it to you?
If the account matters, you will need to persist.

Let's say you received a really incredible advertisement from a top notch roofing contractor, offering a once in a lifetime special offer on roof repair work. You look at the offer and recognize that this is the absolute best offer, from the absolute best roofing company in your area. You say to yourself, wow this is offer is too good to be true! In fact you are so moved by this amazing offer that you reach for the phone and begin to dial their number. And then all of a sudden it hits you... "wait a minute, I don't need to have my roof repaired right now - my roof is in perfect condition".

You see... the very BEST contractor, with the very BEST marketing, and the very BEST offer, is DEAD IN THE WATER, if the timing is not right. And let's face it, the timing is seldom ever going to be right when YOU want it to be. They might have just had their carpets cleaned. They might be changing management and everything is up in the air right now. They might have had a bad day and the carpet is the last thing on their mind. The list of possible reasons why now is not the right time could go on forever. Therefore your singular attempt might not be coming at the best time. And that is why it is so important for you to continue TARGETING your worthy prospect. Making multiple impressions on the prospects mind is how success is achieved.

Notice that I said "worthy" prospect.

Make a list of the choicest prospects. And then target them with the laser-like precision of a marksman. You can't shoot blindly and expect success. Rather you will need to carefully target these worthy prospects in a very intentional way. And as you continue to tactfully make return visits on your key prospects, recognize that you are moving them closer and closer to YES! Continue to contact them with letters and personal visits to their business. Offer to do a free demo. Drop by some gourmet cookies along with a carpet care guide and a free bottle of spotter. In other words stay in front of them. And when it finally comes time that they have an itch - you'll be the person they call to scratch it for them









Rick Gelinas
rick@excellent-supply.com

i knocked on my largest account for a good 5 years, but it's been a great account since then!

Took us a about 18 months to final get a yes to one contact that will bring in 50k a year or better. Was it worth it?

when they tell me "not interested right now". i tell them, "would it be OK if i called you in the Spring?" 99% of the time they say sure. they wanna wait until after salt season.

that is the reason MOST aren't interested this time of year (at least in my neck of the woods). i then write down on my calendar to call them back May 1st.

if at that time they are not interested for some reason, i write down on my calendar to call them back May 2008. mailing them info in the meantime is not something i've done but is a good idea from the fellas above.

thanx --- Derek.