Know-How Exchange : Strategy

Thanks very much for the quick responses.

I'm hesitant to send to prospects, unless you are further along in the discussion.

That's just too many years of selling speaking. Good clients, yes. Prospects, no....unless you sell cookies.

Michael

I know you have closed this question-- but here are my 3Cents.

First, welcome to what is often called the most lucrative profession-- sales.

To directly answer your question-- no it doesn't sound desparate. But listen to Michael. This is your first prospect. Now, you are hitting the phone or street in the AM and you should be adding several tomorrow. With 35 days to Christmas-- how many cookie boxes are you going to send?? Trust me-- if you don't have an overfull funnel and know a close ratio-- you can't be sending boxes to suspects or prospects.

Next, while you did well to end a call with a next step-- do you have a plan for that next step? If the guy is giving you something specific to schedule forward (not just check in later stuff) then you are getting warmer.

Make sure the prospect telling you to call in spring is a true statement or just a stall. When you call in the spring- what if they say-- call in the fall? Do you really think some cookies are going to make you memorable? No-- you will make it memorable.

Only ONLY deliver the cookies (and don't wait till the holidays) to say "hey thanks for that warm fuzzy call-- I just want to put a name to the face"or some other reason-- and use it as a way to create customer interaction.

Thank you for the great advice.