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Bishop sees too many salespeople failing to properly follow up with potential clients. She has learned that few clients buy after one call and her policy is to see people five times.
"If you haven't received a chance to bid on an opportunity by the fifth call, ask for what you want. If a lot of time stretches out between calls, send articles, send samples. Printed samples were effective 20 years ago when I was selling, and they still work today because they demonstrate quality and are a simple way to 'drop a name' into a sales cycle," Bishop noted.
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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