For those that know me, I'm pretty low key when it comes to sales. Yes, I do sell a product but I prefer to build relationships first and than find out what product is best suited for my client. The question becomes once you get the client how often and how do you keep in touch with them. The answer is easy....
IT DEPENDS!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
I have a great client who buys products from me once a year for a big airshow that she displays at. (She buys and sells used airplanes,so when you are in the market, make sure to contact Kara.) The show is in July and I usually start touching base and trying to get her attention around the beginning to middle of May. Well after various attempts and methods, and not hearing back, I started wondering if she wasn't going to the show this year, or worse, she didn't want my help anymore. I'm not the pestering kind so a couple of days ago, I sent another e-mail (this was the 4th in 5 weeks, not to mention a couple of calls) and just told her that I wanted to make sure that she didn't need my help because I was going to be out of town for a number of weeks before the show and didn't want to "drop the ball". Well, needless to say, she was so appreciative of my "reminder" because she has been so busy.
So to answer the question, It depends on the type of client, how often they need your services and how often they want to be touched.
But whatever you do, don't forget or give up.
Yes, I know this is basic sales training but there is a fine line between being helpful and being a pest. And by the way, if you happen to be in the Phoenix area on July 19th, Shared Vision is having a free sales training event by a nationally known sales trainer, so check it out.
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