Swamped

Recently I’ve been doing some Market Research -  trying to talk to busy executives about how they set their targets and track their performance.  It has been an interesting experience.  Not least because many of the people who met with me, I would rate as among the busiest (and successful) people in Northern Ireland.   Yet they had time to talk to me about how they meet their targets and still have time to actually meet their targets.    
 And it was good when people came back to me promptly and said that they couldn’t meet (for whatever reason).  I was then able to plan my time and focus accordingly.  It was the people that never committed either way that were the most frustrating.  And every salesperson knows what I am talking about.  The prospects that never say yes and never say no.  Aren’t they the most frustrating? 

And then I discovered that I had become one of them.  I had spoken briefly (and with some interest) to a sales guy from a company that sold performance software - and then ignored his messages because I was so busy!  However, he reengaged me with some humour that I thought I would share with you.  

I suspect you must be up to your armpits in alligators because it has been impossible to get through to you. When the alligators take a break, could you please give me a call? …  In the meantime, I'd sure appreciate it if you could provide me with an update. Just check one of the items below and email me back. I appreciate your time, thanks a lot!

1. You're right, I'm swamped. Call me on or after __________ so we can talk.

2. Don't quit trying. I admire persistence!

3. Don't call me. I'll call you.

4. I'm not interested at this time.

5. Don't have an answer for you yet. Call me after __________.

And I replied within the hour and told him exactly where I was in the swamp and I know he appreciated it (and I felt better for having treated him with respect).   

You need to get this information from your leads as soon as possible otherwise you end up wasting a lot of time.  It’s all part of a good qualification process.  And humour does work.

Happy Selling.

Geraldine Fusciardi