In sales, there’s a mistaken notion that staying in front of the prospect is always a good thing. It isn’t. Pointless contact with prospects (or even customers) simply for the sake of the contact itself, wastes their valuable time. Likewise, dropping in to show them something you have to sell is a time waster. But showing up with a solution or an idea – something that can help their company grow – that’s worth a visit. If you or your sales team can eliminate “drive-by sales” and invest your time in genuinely helping your clients, you’ll have all the business you need.
