During Prospecting Be Tenacious.
Keep trying new ways to get the account. Send prospects new and updated information that might assist them in making their decision. Keep sending notes, faxing, and emailing ideas of value to them. Or send the a chocolate sneaker with a card that says “Now that I got one foot in the door, I ‘d like to find ways we can help your organization with our products and services.” When the time comes to buy, it is your name – and your tenacity – they will remember.
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