Persist or Annoy? That is the question!
Sitting down in the bar, at the Planet Hollywood Resort, to enjoy a few drinks and conversation with our member companies and the topic of annoying vendors cropped up. This is not a new topic and will continue to reinvent itself as vendors, more importantly sales goals, come and go.
After 15 plus years in sales, and a few drinks, I imparted my vendor rules of play to everyone listening:
Advice to prospect companies…
When vendors call regarding “an opportunity to help with your hiring” or “a new avenue that will change your recruiting forever” (cue Celine Dion, Titanic soundtrack) don’t just blow them off. Genuinely provide them a time and date of which you will be available to listen to their short pitch/demo and digest their case studies and results driven data. If the date is 6 days, weeks, or months down the road, it’s better than a dial tone. You have provided a window and they should NOT connect with you until said date. Now here’s the catch, if you make a commitment (i.e. schedule an appointment) STICK TO IT or brace yourself for the barrage of incoming calls that will surely follow.
Advice to vendors…
Don’t call three to five times a day, like I know some of you are today, hoping your contact doesn’t have caller ID, because they do. If you are provided an opportunity be short, concise, and full of actual data, NOT fluff and anecdotal gibberish. Ask pertinent questions and be prepared with appropriate follow-up materials, references, research, etc. The prospect has provided you this opportunity, so use it wisely and DO NOT feature dump! **Caution**, if you go around you current contact it may backlash into no business and bad feelings toward your organization, which no one can afford. Do the right thing and be a professional.
Bottom line, if you have a valuable product/service and provide solid reasons for purchase, without annoying the prospect to death, you have a better chance than most. Remember prospects want and need a better, stronger, faster mousetrap. The key is not to become the pesky rodent yourself.
Well stated. Respect each others time and think of things from the other side of the desk. It is amazing when you encounter a vendor that does have a great product and you have to take into consideration if they will OVER,OVER, service. That in some cases can be worse then none at all!