Most people have developed a place to escape from their business life or activity that helps them transition from a frantic hustlebustle into peacefulness, tranquility, serenity, and resolve. A personal tuneup comes to mind.
The escapee can divorce from work and, no matter how temporary, can figure out how to spend free time away from societal pressures. I refer to this location as my“ Mental Hobby Shop.”
Why do people misallocate their time and resources?
One prominent reason is the fear of rejection! Fear of rejection is the unconscious reason people move into the“ safe space” or comfort zone of BCD time. When we request that someone work with us, they may say“ No,”“ Yes,”“ Not now,” or“ Maybe later.” They could also totally disregard us.
The most challenging learning curve in any salesperson’ s career is understanding that“ a prospective buyer is not rejecting us personally, but merely our request.” The salesperson must locate someone who needs their products, goods, or services.
Marketing Strategies:
Marketing strategies include facetoface communications, direct calling, mass and individual emailing, postal mailing, group networking, online presentations, Zoom calls, and attending industryrelated trade organizations. Direct calling is helpful for repeat followup calls to maintain an ongoing relationship with active prospects. For unanswered calls, leave a message; a followup email as a reminder is appropriate. The named person at least hears our voice and receives a friendly reminder email.
The above activities involve strategies to convert prospects into“ active relationships,” including establishing business relationships and friendships.“ Actives” consists of a group communicating with us and expressing interest in our products, goods, or services. Of course,“ actives” can and should develop into business friends. Yes, friends do business with friends!
Developing an extensive network of“ active leads” and personal relationships takes daily focused time and effort. Merely locating and purchasing a list has no value. A list is only the beginning. Initial introductions and subsequent followups are necessary and will develop into success over time. An outsourcing vendor can verify whether the addresses and email addresses are correct. Active daily management of the list is essential to convert people from“ cold” or“ warm” into“ active.” Import the list into a customer relations software system( CRM).
Here is a suggested action that we could take for someone who routinely or habitually does not respond to our request to communicate: send an email that states,“ Fred, I have tried to contact you a few times without success. Would you prefer that I do not bother you?” If Fred wants to continue the relationship, he will respond. Fred may respond politely and say“ no” or not respond. If Fred does not answer, you may demote him to“ cold” and keep him in your database email marketing system.“ Cold” leads get no personal followup other than marketing with a mass email distribution. If Fred is disrespectful or belligerent, delete his record entirely. Subject him to the big“ Delete” in the sky.
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