Don't worry.
They weren't literally "talking" to me.
But on a recent trip out of town, I walked by a telephone pole that looked like this one in the picture. Lots of old, rusty staples. Some with remnants of an old flyer or advertisement stuck to them.
There were literally hundreds of old staples stuck into this telephone pole. And that's when it hit me...
It's just like our sales messages. We tend to think that once we've stuck our sales pitch onto our prospect, it stays with them. We've worked hard on that four page proposal with the glossy brochure, right? Of course our prospect will keep it and look at it and think about it, right?
Wrong.
It gets torn down, and a new message gets put up. Or ours just lingers there for weeks until it rots away and falls off of our prospect's radar.
Here's what the staples in the telephone pole told me: We need to constantly engage our prospect and get them to take a fresh look at what we're offering. We need to be creative in how we do it. And, we need to be aware of the time that's elapsed since the last time we talked to them. I also think its smart to assume that after a while, we fall off of their mental radar...and that should prompt appropriate action on our part.
Think about your proposals that are "out there" somewhere, waiting for a decision. Are they still there? Or are they long forgotten, with only a rusty staple remaining?
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