The value of being determined and consistent became Very Real to me many years ago when I was trying to get Wal-Mart (when they had only 66 stores) to buy my product. I called my buyer every morning, precisely at 9:00 a.m. I did not call at 8:57 a.m. and I did not call at 9:02 a.m. I called for 46 mornings in a row precisely at 9:00 a.m. On the 46th morning, my buyer’s assistant told me my buyer would see me at 11:00 a.m. that day!! Well, the rest is history and the consistency of that phone call started a chain of events that changed my life and grew my company to 70% worldwide market share … far beyond my wildest dreams.
This lesson came back to me on Friday while lunching with a group of colleagues. One in the group said he had called a potential client 3 times and he stopped after the third call assuming she didn’t want to do business with him. I told him my Wal-Mart story hoping it would inspire him to continue his chase.
I do believe today we need to find unique and clever ways to reach those we want to do business with. Maybe 46 consecutive calls won’t work today as well as it did back in the 1980’s.
So many emails…Too many voice mails…Snail mail; what’s that??
What about reaching those folks by giving them something that will help with their work load. Send them information they can use with no expectation of getting anything in return – except you implant the thought in their minds that you are someone who is generous, knowledgeable, and helpful. Quietly kill them with kindness and they will take your call and be more receptive to your needs.
Please share what tips you have that helps you reach hard-to-reach contacts. I know there will be some interesting techniques from which we all can benefit.
I look forward to hearing from you.
My best to you,
#1 Best Selling Author
Secrets of the Marriage Mouse
The Ultimate Online Media Directory