Persistance vs. Pest

Any tips on when to draw the line being too persistent and just being a
pest? The case is when the prospect needs 4 to 8 months to make a
decision as it needs to be a group consensus. How often should one
followup without becoming a pest?

Thx!

<squash@peoriadesignweb.com> wrote in message
news:cvo1c30la1@enews3.newsguy.com...
>
> Any tips on when to draw the line being too persistent and just being a
> pest? The case is when the prospect needs 4 to 8 months to make a
> decision as it needs to be a group consensus. How often should one
> followup without becoming a pest?

My experience has been that you can get a reading on if people are getting
annoyed when you are talking with them.

I'd say you should err a little bit on the side of being persistant as they
likely sets you apart from the competition. I am surprised by how
un-motivated some salespeople seem to be. Last time I shopped for a
service -- only one of the salespeople followed up thoroughly and thus I
have the most confidence in him and his company. He addressed all of my
concerns, while a couple of the other salespeople outright ignored my
concerns or glossed over them very superficially. Some of it was technical
so it probably required a little effort to find the answers.

Since they say it will take 4-8 months to make a decision I would followup
in, say, about 3.5 months to see how the process is going and if you can
provide any more information. Then make a judgement from there. If they say
we need another 4 months than be sure to followup before the next milestone
but listen for a tone of "we will get back to you so leave us alone."

Often, however, they will be happy to hear from you as you will be the only
company that is consistantly following through...

--
Robert Anderson

<squash@peoriadesignweb.com> wrote in message
news:cvo1c30la1@enews3.newsguy.com...
>
> Any tips on when to draw the line being too persistent and just being a
> pest? The case is when the prospect needs 4 to 8 months to make a
> decision as it needs to be a group consensus. How often should one
> followup without becoming a pest?
>
> Thx!
>
If group consensus is at stake, then zero in on the project leader or
champion who is taking the effort and time to sell the project through the
organization. Invite that person to an occasional lunch and pump him for
objections he is hearing at the company and get back to him often with
solutions you have observed or learned of elsewhere. Help him carry the
benefits message to his co-workers. There is nothing more difficult that
bringing about change in an organization and that champion can use all the
help he can get.

Wayne

Keep your Sword Razor Sharp, Friend.

[]xxxx}}::::::::::::::::::>

Laws of Marketing warfare come to mind.

"Keep your friends close and your enemies even closer". One way to peep
your enemies hand is to know what they are telling the prospect about
you. You can't be very far away and know this.

The book "Positioning" and "The 22 immutable Laws of Marketing" (both
good foundational reads, though I feel they stretch and reach just a
tad) claims that the true battle for territory is the battle to position
yourself (Your branding statement) skillfully in the front end of the
clients head. Basically, you are seizing the consciousness of your
prospect and interlocking or fusing the images of the services sought
with your company image -- all in the clients minds eye.

Methinks the odds of losing a client because you hung around too much
(if you really had a strong position to begin with) is SIGNIFICANTLY
less than the odds of you losing them because you weren't in the front
of their brain when the music played and they needed a dance - and
someone else perhaps was.

An exception to this is called "takeaway selling" where you are dealing
with the exclusivity market. (Think high end beach front real estate or
rare jewels markets). In which case you might practice "strategic
aloofness" so to speak. This particular marketing sword normally applies
to individual sales or sales to small groups, and must be preceded with
an almost overwhelmingly flawless initial demonstration/ presentation
and flawless support documentation of the quality your offer. You must
destroy any objections within the first presentation or so. But back to
the matter at hand...

Another timeless phrase:
"ALL'S FARE IN WAR AND LOVE."
Political Correctness is a transparent ruse. Keep it real. Somewhat.
(lol)

Stay close. Keep it friendly and respectful... not too chatty. Alternate
between checking in for questions/ support and just plain ole building
of relationships.

Just make sure the "persona principle" is kept in mind as your build the
relationships out as much as practicality allows, or you risk losing
your "marketing mystique" to conflicting branding vs. personal value
statements. (You obviously can't sell corporate couples counselling
packages and go out chasing women with the prospect, lol).

Also. always try to know who's pulling for you and who's pulling against
you, and who's just jerking your chain. As well, know what your products
real value is to the client decision. Minimize opposition and fortify
friendly forces, while subtly re-emphasising the value of your USP, even
if its through a simple quarterly newsletter, etc.

Remember to keep your eyes on the ball with the old adage: "ABC" (Always
Be Closing).

Tell someone who told you these things, and I may deny it...

~zion~