Fret-Free Tele-Selling for the Reluctant Rep
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prospect a few months later, just to keep in touch.
You should carry out reminder follow ups as a matter of course. Remember Jeffrey Lant’s ‘rule of seven’. To truly penetrate the mind of your prospect, it can be necessary to follow-up up to seven times over a period of 18 months or so.
Initially, try a reminder call once a quarter. But be attuned, and respond, to your prospect’s attitude – maybe you’re becoming a nuisance; maybe you’re not making contact often enough – and adapt your schedule accordingly.
When following up, be sure to have all prospect-specific facts to hand – on your database. That way your follow-up becomes more than just another cold call. Instead, you’ve a genuine reason for calling – and the facts you need to make that call relevant to the recipient.
ARE YOU SITTING COMFORTABLY?
Comfort is
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