But beware not all Buyers feel like this. One commented
" I would prefer to contact a potential supplier when or if we have the need. I am REALY tired of eager salespeople calling me 5-10 times per day."
Much of success in prospecting begins with building up more names. Populating your CRM or Customer Records systems with more contacts is important.
One comment from the Buyer's views of salespeople read:-
"I hate the current trend of people pretending they know me ( when they don't); claiming to have spoken to me before ( when they haven't) being all friendly and familair ( how are your today?) and talking to me as thogh I am a prat ( which i am not) "
Respondent to to 2012 Buyers' Views of Salespeople Survey.
“Appointment makers should not respond to a vague request for a call back in x months with a scheduled appointment e.g. thank you for speaking to me today Fred will see you on 11th April at 10.a.m.”
Carpe Diem - Seize the day
- In face to face interactions always try to give two cards over at meetings which can be passed on to either other influencers and decision makers on the current project you are working on, or to other prospects. Buyers like to show that they are aware of the market and they have a number of contacts.
- Find opportunities in every call to ask the question “Tell me Charlie who else should I be speaking to ? “ “ Who else would you suggest I call ?”
- Send out a regular metered “Saw this thought of you “ messages of links, news clippings, articles of interest and relevance to your prospect and suspects contact list.
- Discipline yourself to record and follow up those who resist with “Not today. Give us a call in …” and make a record of this offer and follow it up.
- Gather material and ideas in order to write and submit copy to the editors or write/email/blog post on a business topic related letter to the editors of the correspondence page of trade magazines and local business papers on an area of expertise you have. You never know your luck. Often they are eager for copy.
- Offer to speak at local business clubs and local networking groups.
Email , phone and letter are acceptable channels through which to communicate accoding to the Buyers who rsponded to the latest TACK International survey.
The survey also picked up an increase in propsecting aceptability in using Linked In to above 40% of the respondents.
Old skool cold calling 'face to face ' also has had a little lift to just under 20 % from negilible acceptability in between 2002 - 2007. Perhaps this indicates that when the credit crunch hit in 2008 hungry prospectors were cnsidered moe acceptable.
Texting and SMS were still considered acceptable by juts 1-2% of the respondents.