As a salesperson sometimes it is hard for me to let go or realize when enough is enough. I have to be sure not to let go too soon OR too late. I try to determine the urgency of my client and space their calls appropriately. But is enough, ever really enough? I say No...I say Persistence is the key!
I usually follow up with my clients bi-weekly and sometimes monthly. I even follow up with some clients every six months and then there are those that are once a year. The latter of the group have told me they are happy with their existing service and that they don’t see themselves changing. What are they really saying? They are happy NOW.
Staffing is an urgency business and like all others, a satisfaction business. Your service needs to have developed a relationship with your prospect company whereas if their current vendor falls short, YOUR service is top of mind.
Most often this happens, this "top of mind-ness," from contacts. Not every day, not every month, not even every other month but maybe at the Holidays you send a card or every once in awhile you fax them to say HELLO, we are still here. Sometimes I call to see how the birth of their son/daughter/grandchild/niece etc. went. Sometimes I call to talk about a new service or offer we have AND to see if they are still satisfied with their existing service. I always ask, "Are you still happy?"
To me NO ONE should be in your "not interested group" unless:
It’s that simple. Be Persistent – have continual and constant follow up dates with your prospect in time intervals you feel comfortable with. One of my all-time favorite 'coaches,' Jeffery Gitomer says, "Be as persistent as a cat." How true! My "Sammy" always gets what HE wants.
COATS Systems Sales Manager, a leading staffing software. More staffing articles are available at their site, www.coats95.com. Feel free to contact Karen directly; firstname.lastname@example.org or 800.888.5894.