At the end of the day, don’t forget that People still buy from People. How will You advanced yourself on the People Front on a Consistent Basis? If You don’t not sure how you are going to have much Success? Those who think that they have great Mousetraps invariably find out that what they have is good, but Not so Remarkable as to get them in the door ahead of someone else, who has a good Mousetrap, but has Developed a Relationship with the Buyer or Buyers.
You need to have a Plan established where you continue to Nurture you contacts on a consistent basis. Not every day, but what will you do to keep on the “Radar” of your prospect or Customer. This will differ depending on the nature o your Sales Cycle and Transaction Size, but in any event, you should always be thinking about staying on the Radar.
This is particularly important in this day and age when we are bombarded with Messages of all types all the time. TO Break through that Noise, consider Short, frequent burst of information that helps keep on the mind of the Buyer. Event Message does not need to be a selling Message. it can be message of about a Success you have had, another client who looks like that Buyer you are working on now, some industry news to help paint you as an Industry Expert or Thought leader.
No matter what, consider it to be a mission to get on the Radar and stay on it!
You can be sure that if you are not doing it, a competitor is, and this is the Definition of being Out Sold.