Your targets prioritize their days, too.
Last week, we talked about some statistics that should help us determine how many times we should follow up on a target. This week, we’ll explore the more intangible reasons for that follow up.
We all have more to do than we have time to do it. When we receive information that we find interesting, yet the topic is not yet a priority, what do we do with it? Most of us either have a ‘stack’ for later review, or we just hope it will pop up again when we ‘have more time’.
How does this apply to cold calling and appointment setting? Our targets have the same challenges. That means persistence wins because priorities change over time as do our availability to talk.
Have an ideal pursuit plan that includes the number of times you’ll try and how often you’ll try. Then follow it and don’t give up. (See May 27th, 2009 blog for more.)
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