When to stop following up

Author
Miguel Rivas
CEO - First Choice Solutions




When it comes to share my opinion about any topic I always want to share something that I had face then if not it wouldn't make sense for me to write somebody else story but anyways let's get start. I started in sales 7 years ago and I always enjoy it however I have learned that persistence is not applicable for every buyer and most important if you are doing telemarketing if you want to sale you need to create value, relationship and urgency and ask for the sale after you see there is some interest otherwise after many rejections you'll be wasting your time.

I am in the Business Process Outsourcing industry and I have seeing all type of rejections.

1-Not interesting.
2-Not at this time.
3-Call me back in 10 minutes.
4-Call me back next week.
5-Call me back in 6 months.

Those are the most common rejections but at the beginning back in 2014 I took those rejections so serious that I didn't realize I was wasting my time in something that will never move on from a no to yes. I spent one year following up with a client, I was calling him every 2 weeks as per his request. I had faith that one day we will start with the process, every time I spoke with him was busy,didn't have news,etc.

I realized that not only I was wasting my time but I was putting all my faith and attention that one day will get that business but also didn't realized that I could put all my effort to look for more sources to bring more sales to the company.

-SEO
-Social media
-Adds
-Email marketing
-Networking

What I learned is that it doesn't matter how responsible you are with follow ups you have, you need to identify when to continue or not, it's good to be persistence and never give up on your dreams what they are clients that are not ready to use your services/products or simply you are not ready for them.

My tip is simple, go to the next one.

Where is the courtesy

Author
Miguel Rivas
CEO - First Choice Solutions




As the years are passing by I found that 24 hours a day isn't enough with all the activities that needs to be taking care of on a daily basis and even if you delegate there is always something that we have to do, could be at the office or could be at home.

By common sense entrepreneurs will have a vision and mission and will work hard to go ahead and get it but it doesn't mean we need to forget values or the sensibility. How many times have you call and office and you get an angry bored receptionist picking up the phone and say hello may I help you like if they don't want to be on the phone, I am mean seriously I am not taking bad against them but if I am a buyer I may look another option because I received a wrong first impression or what if you leave a message and you were never contacted back like if people don't care about if you need a service or want to establish a business relationship.

Long time ago I called an SEO firm willing to get some information maybe shopping for prices, and the owner of the company pick up to phone rushing but anyways I started asking about his services but miss understood the message and told me we are not looking to buy anything from you and hang up on me, I didn't care about it and call him back to clear up that I was not selling if not trying to buy from him but the smart guy came to me again and told me I don't need anything from you and hang up. Some times we lose businesses for not paying attention to our prospects or even ignoring what they need which is not only losing a sale but discourtesy.

The fact that time is value as gold is true but we need to slow down and use the courtesy if we don't want to affect our brand/company.