Successful consultative sales reps effectively balance their current client workload with building and nurturing new potential relationships so that their sales pipeline does not get rusty from neglect.
The most experienced sales people will attest that relationships take time and effort to build and maintain. Unfortunately, far too many people realize the importance of tending to their network too late…just after they lose their job. It is pretty embarrassing to ask for help from an old colleague you have neglected for years. It is then that people lament the fact that they should have stayed in touch.
To better maintain contact with your network:
- Add Value. Whenever possible, send your contacts helpful articles, special offers, or information that they would value.
- Provide Help. Offer assistance or consultative advice whenever asked. Be willing to connect people who may benefit from knowing each other. Be there when people need help.
- Be Appreciative. Stay on top of personal accomplishments and milestones and send authentic tokens of your support.
