Be persistent and follow up consistently with potential clients from "summary" of Selling to Big Companies by Jill Konrath
In order to successfully sell to big companies, it is essential to be persistent and consistently follow up with potential clients. This is because these organizations are often inundated with numerous sales pitches and it can be easy for your message to get lost in the shuffle. By being persistent, you demonstrate your commitment and dedication to working with them, which can help to build credibility and trust. Following up consistently is also crucial because it keeps you top of mind with the client. In many cases, it may take multiple touchpoints before a potential client is ready to move forward with a purchase. By staying in regular contact, you increase the likelihood that they will remember you when the time comes to make a decision. It's important to note that there is a fine line between being persistent and being pushy. While it's important to follow up consistently, it's equally important to do so in a way that is respectful and non-intrusive. Make sure to personalize your follow-ups and provide value in each interaction. This can help to differentiate you from other salespeople who may be bombarding the client with generic, impersonal messages. Another key aspect of being persistent and following up consistently is being proactive in your approach. Don't wait for the client to reach out to you - take the initiative to keep the lines of communication open. This can help to demonstrate your responsiveness and proactive attitude, which can be appealing to potential clients.- The concept of being persistent and following up consistently with potential clients is essential for success in selling to big companies. By demonstrating your commitment, staying top of mind, and being proactive in your approach, you can increase your chances of closing deals and building lasting relationships with these organizations.
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