The Rule of Three 

Some traditional sales philosophies tell us that we should keep following up leads, quotations and proposals till we get a “yes” or “no” answer. Similarly, we are advised that getting the desired meeting with a potential buyer  requires up to  nine calls/emails. My experience over twenty odd years of selling would tell me that if I have to ring someone more than three times they really don’t want anything to do with me. In selling it is so easy to cross the line from bringing value to being a pain in the backside. At the end of the day do any of us want to feel we are being a pest?

My preferred sales philosophy is based around embracing a mindset of bringing added value whether it be a request for a meeting or credentials presentation. If after three attempts to get a date in the diary no response is obtained I would rather move on. Why would  I want to meet or speak to someone who does not want to speak to me?

It’s a bit like being in one of those awful networking sessions and you are speaking to an individual and they are totally ignoring what you are saying because they are looking for someone else they deem as being more important than you. Personally I would rather be somewhere else. Life’s too short to be spending time with people who are totally disinterested in what you have to say. Spend time with those where there is common ground – it’s far more satisfying, rewarding and indeed productive from a business development point of view.

John Leach
CEO Winning Pitch