Comments on: What Happens When Sales Hears “No” http://www.carltonprmarketing.com/marketing/what-happens-when-sales-hears-no Integrated Public Relations, Marketing and Social Media Sat, 23 Jul 2011 21:12:59 +0000 hourly 1 By: John Cass http://www.carltonprmarketing.com/marketing/what-happens-when-sales-hears-no/comment-page-1#comment-247 John Cass Mon, 25 Jan 2010 14:31:41 +0000 http://www.carltonprmarketing.com/?p=708#comment-247 Bobbie, I really enjoyed this article, especially the statistics on the close ratio. I also really agree with the idea of keeping in touch with a client even though they may have said no. Here I don't mean you don't pursue them to change their minds, but you touch base every few months and make sure they are receiving your marketing information on a regular basis. I recall we had a client at Portent Interactive, who we cultivated, had the opportunity to make a sale, but lost the opportunity to another company. We invited them to a brown bag lecture series a few months later, and they attended, then invited us to a lunch. The client told us they were nervous we'd be upset with them for not winning the business. But they enjoyed the presentation so much that they then wanted to send some additional business our way. I will always remember that as an example of where long term relationship building pays off. Bobbie, I really enjoyed this article, especially the statistics on the close ratio. I also really agree with the idea of keeping in touch with a client even though they may have said no. Here I don’t mean you don’t pursue them to change their minds, but you touch base every few months and make sure they are receiving your marketing information on a regular basis.

I recall we had a client at Portent Interactive, who we cultivated, had the opportunity to make a sale, but lost the opportunity to another company. We invited them to a brown bag lecture series a few months later, and they attended, then invited us to a lunch. The client told us they were nervous we’d be upset with them for not winning the business. But they enjoyed the presentation so much that they then wanted to send some additional business our way. I will always remember that as an example of where long term relationship building pays off.

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