Using a Don’t Give Up Approach Increases New Business Appointments

By kurtsima5 On April 18, 2012 · Leave a Comment

A Don’t Give Up approach to get that first appointment helps sellers increase the amount of face time spent with new business prospects. Face time with new business prospects is a key to improving sales. Here’s how to develop and use Don’t Give Up approach:

Select a quality new business prospect and develop a valid business reason (VBR).
Make a commitment and develop a plan to communicate the VBR up to nine times, various ways over a three week period.
Work your Don’t Give Up plan (communicate your VBR via email, phone, snail mail, face-to-face).
Stop when you set the appointment, OR
Stop when you get to the ninth point of contact during the three week window of your Don’t Give Up plan. The prospect is not worth your time if they don’t respond to nine points of contact in a three week period. Cross them off your prospect list and start at step #1 with a new prospect.

Sales improve and business problems are solved as a result of face time with new business prospects.

Don’t Give Up (until you’ve tried 9 points of contact during a three week window)!

Leave a comment or drop me an email if you would like to continue this conversation. Feel free to share this post with a friend or business associate.

Kurt Sima is VP/Sr. Consultant at the Center for Sales Strategy

kurtsima@csscenter.com 740-405-2960