Do you keep in touch with everyone?
In my corporate sales career, I learned that some prospects want you to truly “earn” their business. This becomes a process for business development within the one company consisting of keeping in touch and following up on mini-promises such as sending requested information and showing up on time. Building relationships is the essence of it all and the reward is gaining the sale.
As an entrepreneur, it is difficult to keep in touch with everyone you meet, so systems need to be in place to help you do that. Admittedly, I did not do a good job of this because my database was not “talking” to my automated system. Finally, the company in question was able to update their software and make it happen.
Yesterday, I was able to send a personalized and friendly newsletter update to everyone I have ever met in the past 6.5 years. It was entitled “Smooth Sale Quarterly Update – New.” I asked each to give me their personal update and many did. Some even said they were thinking of me and had ideas in mind on how we might collaborate.
Prospects and sales do not always come into action immediately, it takes time and commitment on your part to build the relationsips. When your mind is focused on the process in addition to your marketing efforts, you will close more sales – and they will be a Smooth Sale!
