Sales Follow Up: Persistent or Parasite?
Lately, I’ve been feeling a little like Dory in “Finding Nemo”—quickly darting among the coral and plankton shouting “Stop following me!” It seems that everywhere I turn there’s some sales guy on my heels trying to hunt me down.
As a marketer who works with clients in a wide variety of industries, I am guilty of downloading white papers on topics of interest. I regularly attend webinars in an attempt to learn new things and stay current on what others are doing. And I visit websites and ask for samples. Apparently, those behaviors trigger an automatic smack across the face of the dozing sales guy, who leaps into action in hot pursuit of a “lead.”
While I’m in information gathering mode, Pesky Peter has decided it’s appropriate to call me and try to set up a face-to-face meeting—all within 24-hours of my casual interaction with his brand online.
Today’s winning call came from a woman at a printing company, who was following up on an online form I had completed. I had visited the website, cruised around looking at a few case studies, and then requested a sample of the product. What I got was a call requesting a 1:1 meeting so she could bring the sample in person. I tried to get rid of her several times telling her I just wanted to see the product and, if interested, would call her for more information. But she refused to be swayed. Quite frankly, I don’t know if I’ll get the sample sent to me or not after that exchange.
Within minutes of hanging up, she called my office manager trying to find additional contacts within the creative department, so she might make an appointment with them instead of me. Being a smaller agency, it was easy to thwart that behavior.