Steve Kaplan's Blog

June 7, 2010

Staying Top-of-Mind

Filed under: Steve Insight — stevekaplan @ 3:07 pm

After putting in a significant amount of effort, and you haven’t secured a meeting or developed the relationship you hoped for, don’t get discouraged. Some relationships take more time to cultivate.  In fact, some of the longest client relationships I’ve maintained took quite a while to develop.  One reason is that some prospects are loyal to their suppliers, and unless they have a reason to look elsewhere, they don’t.  Your job is to be patient, stay the course, wait for your opportunity, and be ready to step in and deliver for your prospect.

This is also a good spot to reevaluate your list, placing each prospect into the appropriate category. Every few weeks or months, send out an inexpensive mailing to your prospects that features your achievements, new clients, samples of your latest work, or any press you might have received.  This will help you keep your company top-of-mind. If money is tight, limit the contact to hot leads and great fits.

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