What do you do when a prospect says no.  How often should you keep following up?  When do you give up and call it a day?

The answer may surprise you.

First of all, understand people buy when they’re ready.

So a no often just means not now.  Now’s not the right time.  But something could change tomorrow, in a week, month or year.  And then the time will be right.

The question is, will you be the person they think to call?

I can guarantee that unless you consistently keep in touch, you won’t be.

This chart from Microsoft starkly points this out.

Most sales are made after at least 12 contacts with your prospect.  But 89% give up calling after the 4th no.

The point here is not how many touches it takes, but the fact that you have to keep reaching out.

One of our clients came on board 10 years after the first contact.

Another 6 figure deal came in after 2 years.

So keep in contact.  Nurturing the relationship.  Adding value.  Being interested in them.  Their lives.  Their issues.  Then when an opportunity arises where you feel you can help, ask if they’d like to buy.

Success comes from being consistent.  You build up trust so when they’re ready they’ll turn to you.

So if you’d like to improve your prospecting and sales ability and learn how to consistently keep in touch adding value to your prospects so that you bring in more high quality business, especially if you’re in a professional services industry, give me a call.

Till next time, this is Rashid Kotwal.

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