I've pretty much reached a wall when prospecting for new accounts.
Sometimes, I wonder if companies conduct an internal contest to see who is the rudest person in the company. The winner is then placed in charge of taking calls from salespeople. Personally, when I come across someone like that, I make a personal note to myself to tell as many people as possible about how "rude" that company is!! Bad news always travels quicker than good news, right?
But, yesterday, I had a heck of a day making calls. It all started with a prospect that I followed up with. He was super busy and the only day he had open for a demonstration was this Saturday. I looked down at my appointment book which had ZERO appointments for the week and then stated "hell yes, Saturday would be a great day for a demonstration". A few calls later I connected with another account that was also kinda interested, so WTF, I threw out the offer to come in on Saturday since I'll be there already to take a look at the new 80ppm color system that we have. Sure enough, he also agreed! That makes two demos for Saturday!
The rest of the day didn't go that well; however, I still have three more days to see if I can get a third demo for Saturday.
Saturdays are the ultimate demo day; you get to come in late, wear jeans, comfy footwear, and your favorite weekend shirt!! But more importantly Saturday for the prospect is equally pleasurable. No distractions, no time limits, nothing to take away from meeting with you and taking a look at what you have to offer.
Over the years, especially when I had my own dealership, these types of Saturdays produced orders. So, instead of the "honey-do" list this Saturday, I'll be out getting coffee, buying my favorite bagels (at Sheepshead in Holmdel), and then making my way to the office to share some coffee, bagels, and knowledge with a few of my prospects.
-=Good Selling=-
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