Timing is critical in sales. You can approach a potential prospect with the greatest idea in the world but if your timing is off, you likely won’t move forward in the sales process. This presents a potential problem because if a competitor approaches your prospect when they ARE ready to buy, then you will miss out on a valuable sales opportunity.

Here’s a strategy that can help: develop a plan to keep your name in their mind.

Develop a file or repository of valuable, industry-related information and regularly send your prospects something. At least monthly, perhaps every couple of weeks. Use a variety of approaches including; email, snail mail, fax, voice mail, courier, and face-to-face contact. This keeps your name in their mind while demonstrating that you are a resource, not just a supplier.

The key to results is to keep the plan in action.
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Kelley Robertson. Kelley helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.