Pick. Up. The. Phone.
Gearing up for a conference we attended this week, our sales rep plowed through a list of attendees cross-matched with leads and prospects in our CRM.
He called one fellow who’s historically been a pain in our collective side. Over the last two years, we haven’t been able to get him past a couple of initial calls. It would have been easy to send the “Can we meet at the conference?” emails. Instead, our rep picked up the phone.
Turns out this person was co-organizing up a morning event during the conference and invited us along with 30 other people in our market. Over the three hour event, I had 14 conversations and three new leads. Our sales rep had 12 conversations and two leads.
All because he chose to PICK UP THE PHONE.
Do it. Talk to people.