Are you wasting your customers' time?
In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago. Time is even more precious, and your customers are feeling the pressure.
In order for your customers to reliably make time to see you, they need to expect they will gain something from the time spent with you. So, if you are going to be successful in the world of B-2-B sales, you'll need to create a reputation that time spent with you is worth the investment. If, over time, you can create that idea in the minds of your customers, you'll find them generally willing to meet with you when you call. And in an economy where "too much to do and not enough time to do it" is the prevalent mindset, that reputation is a valuable asset.
- People:
- Dave Kahle