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The call that you make to your dream client may or may not result in a conversation. Even if the outcomes is not what you want, that call still matters.

The voice mail that you left isn’t likely to get you a meeting, but that voice mail is still important. The voice mail may be the first time your dream client hears your voice—and maybe the first time they recognize you have ideas worth exploring.

The follow-up email to reiterate the message you left on your prospect’s voicemail may be skimmed before being deleted, but because you kept your promise and followed through on the commitment you made on your voice mail, you have now begun the process of building trust through reliably doing what you said you would do.

The LinkedIn connection request, provided it isn’t followed up by a 4 paragraph pitch within 4 minutes, may get some contact’s attention and it may result in their engaging with you. But even if they don’t, they have seen you again, and they are now beginning to recognize your persistence in pursuing a conversation.

The blog post you printed and scanned to send you dream client with the most important ideas highlighted provided ideas that were worth their time, and they took note that you were the one that sent it to them. Your contact now knows your name.

The next phone call might be the beginning of a conversation, or it may be the one after that that results in engagement. It may take more time, and greater persistence on your part, especially as it pertains to making every interaction valuable for your prospect, regardless of the medium. But eventually, should you stay the course of professional pursuing your dream client, you will get your meeting, they will be willing to explore change, and you will create an opportunity.

Sales 2018
Post by Anthony Iannarino on October 14, 2018

Written and edited by human brains and human hands.

Anthony Iannarino
Anthony Iannarino is a writer, an international speaker, and an entrepreneur. He is the author of four books on the modern sales approach, one book on sales leadership, and his latest book called The Negativity Fast releases on 10.31.23. Anthony posts daily content here at TheSalesBlog.com.
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