I’ve often bee asked about the timing
between sales, as in when is the best or appropriate time to reengage with a
new client. My standard response is always “patience over greed”. In many cases
I get a puzzled look and the “what do you mean”?
No matter what career path someone has
chosen, we are all consumers. We have purchased a home or a car. We stand at
the deli counter waiting our turn. We’ve made purchases at department stores
and online for personal products or gifts. And, being on the consumer side, we
sometimes must restrain ourselves and be patient not greedy. As the old saying
goes, “patience is a virtue”, but what does that mean for a sales person?
When talking with sales people about “patience
over greed” I often start the explanation by asking about personal experiences
where they are the consumer. How does it feel when either they or the sales
person get aggressive in the process or you feel as though you or the sales
person are being greedy? Is it a pleasant experience? Does it make you want to
continue to work with this particular sales person or the company they
represent? How does this feeling change when you and the sales person show
restraint in the sales process and show patience? Are you more at ease? Does it
help guide the sales process and provide you the information to make a more
Once we’ve evaluated the answers to
these questions, we then move on to the calendar, and we evaluate a schedule.
That’s right a schedule to manage when you will contact your new client. This
is about not coming across greedy and showing patience. But, you cannot be too
patient, or the new client may find someone else to manage their needs. Timing
In past blogs I’ve talked about keeping
a journal. A journal is a great tool for reviewing when you’ve had a truly
wonderful sales experience with a client. You should keep notes on when you
reach out, how often, and why. These notes become your frequency pattern and
provide you a road map for future successful sales relationships. Every industry
is different and so your touchpoints (as I call them) may be different than my
own. However, there is always a frequency pattern to successful sales.
Journal and manage your frequency
patter. This will lead to a greater understanding of the touchpoints you’ll
need and when with your new clients. And, ultimately, these plans will lead to
more sales from your existing clients.