How many times have you arrived at a prospective account to find that your contact is not in, or is too busy to see you? These scenarios represent time wasted on planning, traveling, and in the waiting room, and lead to counterproductive thoughts like, “Will this be another day of six to eight worthless calls.”
But what if the failed meeting didn’t really signal an end to opportunity? Here are a few ideas to Strategize ways to extend prospective calls for your product or services.
- Always seek ways to build a relationship with the front office personnel. Engaged them in conversation and ask about their world. Sharing these details will create a relationship and they may become your sales agent.
- Never assume there is only one decision-maker. When the person you expected to see isn’t available, try to see someone else further down the chain of command. That person may actually be the one who makes decisions on your product or service or they may be able to give you information about problems with their current supplier.
- Drive around the building and look for the receiving dock. If the door isn’t locked, try to meet the Warehouse Manager. Get to know him or her and they may tell you who uses your products.
Treat each person you meet as if you can make a difference in their life, and yours. The best salespeople I know make contacts while waiting for appointments, between calls (even at the gas station) … wherever they are. To succeed in sales and life, keep your focus on meeting new people.