Radio Sales Café

This week I came across a quiz from Geoffrey James with the following introduction: Your time is valuable, so you don’t want to waste it following up leads that aren’t going to pan out. On the other hand, you don’t want to abandon possible opportunities before you know whether they’re real. How much effort is appropriate? Here's the link to the quiz, if you'd like to take it: How Many Times Do You Call a Prospect? But I'd like to get your input here, too: how many times do YOU call on a prospect before closing the sale or moving on to a better lead? Looking forward to hearing your views!

It all depends. What have you done to move the relationship forward? Has your calls consisted of, "Is there anything coming up"? Or have you been touching the client say once a week with something that helps to establish you as different from all the other sales reps calling on the prospect. Have you found an article about the clients business and sent it off to them with a personal note that you thought they might find the article interesting. Have you walked their business and found an opportunity. ANd have you checked your opening line. It needs to have a compeling reason for the prospect to want to see you. Just a few things that might help.

It is interesting, because my sales job is selling content to RADIO, so I am talking to GMs all the time. Or trying to anyway! It surprises me that GMs that came up through sales avoid a saleperson like there is no tomorrow.
I will call until I feel that there is just no way, then I will call them every moth or so to update them on what they are missing. I have doubled the size of Virtual News Center, and we just signed our frist Spanish language station, so owners and GMs are starting to get it.