Would you walk across the room and ask a complete stranger to marry you? Not likely. Surely, you would invest in building and nurturing a relationship before you popped the BIG question.
This principle is no different when applied to the process of winning new customers. Sales and Marketing Gurus cite that it can take up to 9–12 positive impressions to get a buying decision from a customer!
In any lead generation exercise, you will face one of three scenarios after making contact – Yes, No or Not now. We love the ‘Yes’, hate the ‘No’ and are usually unsure of what to do with the ‘Not now’. You can significantly improve your sales results if you determine to nurture the ‘Not now’ responses.