I had about 14 follow up calls and a few emails scheduled and didn’t really want to make them. I also had a big list of other tasks completely unrelated to selling that were important.
But selling is my livelihood. I don’t sell I don’t eat. The problem with my calls today was that I was pretty confident none of them would result in a sale. Why make them? Well, my sales cycle is 2-3 months. Most of the prospects have to wait for specific timing in their production schedules. And no matter how hard I try to close, they only buy when they are ready to buy.
It’s tempting to bump out contact for weeks or months until I think they are ready. Sometimes I do. But it’s really stupid because “touching” them regularly, even when they aren’t ready to buy makes them remember me. Otherwise, the other guy will win.
My job is less about closing and more about being available. I need to show them that I am a partner in their business and they can count on me. Even though it may seem annoying and fruitless, these regular follow ups add up to create profitable long-term client relationships.
So today I won. I worked my pipeline. Didn’t make any sales. But I had a few good laughs, discovered some personal details, and made a few friends. Hopefully, this helps the sale when they are ready.
Posted by Robert Schneider 
