During a sales training workshop I conducted for a client last week, the biggest challenge that the group of sales reps faced was the ability to connect with prospects in order to schedule an appointment.
We brainstormed ideas including leaving high-value voice mail messages, using multiple media (telephone, email, direct mail, etc.), enlisting the support of an internal champion and calling at off times (early or late in the day).
Ultimately, at the end of the day, we agreed that there is only one strategy that will enable you to connect with key decision makers, prospects and contacts: persistence.
Here’s why: Your prospects are dashing from meeting to meeting or dealing with an ongoing slew of problems, which means they are away from their desks for a good chunk of the day.