Timing is everything. Our research shows that less than five percent of your target universe is in the market for what you sell when you call them. The operative words there are, “when you call them.”

When you can’t convince someone to see you when on an appointment making call, (or even if you come to the conclusion during the buying cycle that they won’t buy right now), don’t give up entirely on that person/company.

When disengaging from the call, I will say something like, “If it’s one thing I’ve learned in my career, it’s that the only constant in life is change. Do you mind if I call you back in six months (or some other appropriate time frame) to see if anything is changed?” I’ve never had anyone say no to that. And I now have clients that were not in the market when I first called on them. As a matter of fact, it may take multiple calls before they are willing to talk. But since you’ve invested time in them, why not leverage it? Have a system (Klpz) that will bring their name back up in the agreed upon time frame and call them back. You will also differentiate yourself as a professional. Get in the habit of disengaging professionally.