I love getting these now and then. HR Director from a company we’ve had no relationship with in the past called about 2 of our people leaving too many messages for their people. I got a 13-minute lesson on “After you try a certain number of times and get no response you should know they are not interested.”

Huh?

I have 22 years of proof against that notion. We always try until we decide not to. Later attempts include “Call my voicemail after hours and tell me you just don’t want to talk and we’ll stop.” I just can’t count the number of times we made a valuable contact after 7 or 10 attempts. Anyhow, our market is small, but big enough when this happens we put a block on them for a year or so unless we get specific referrals. No reason to antagonize people who might move to a client company when it is not necessary. It WAS fun though when I said ‘besides Brendan…that I know about…who else do you want us to quit calling? Who’s complaining?’ She then rattled off 6 names. 3 of them were brand new entries to our database! Thanks, Michelle!

P.S. To Neil…Great article on selling in the moment. I count myself fortunate that my early trainers taught me well enough about niche-building that my current worries do not include the economic climate. The article is just really good for ANY times.