When am I being too pushy!

hi all,

Well I m in manufacturing in silver jewelry industry! there are customers I called on & had a face to face meeting, they ordered samples, which we sipped timely! and then things just never turned into real orders. I mailed them once, called once.. they just say " we re looking into it, we keep you in mind!". They never expressed any objections that I could handle!
Will I be called too pushy if I call them a number of times and email too often? or is the persistence gonna end up into them trying us out finally?
same problem with 4-5 of our customers!

Calling back repeatedly to ask for an order would be pushy in my book. It looks like the sales cycle is stalled or broken down in some area. The prospects didn't order a sample as a way to get rid of you did they?

Quote:

Originally Posted by a4khatri

hi all,

Well I m in manufacturing in silver jewelry industry! there are customers I called on & had a face to face meeting, they ordered samples, which we sipped timely! and then things just never turned into real orders. I mailed them once, called once.. they just say " we re looking into it, we keep you in mind!". They never expressed any objections that I could handle!
Will I be called too pushy if I call them a number of times and email too often? or is the persistence gonna end up into them trying us out finally?
same problem with 4-5 of our customers!

The second time you can say you want to make sure your prospect has been contacted (even when you're asked to call back, it's often an excuse to avoid committment or decision making). You can experiment for more, but you may be pushing it.

Well, I'd assume that they just want to get rid of me or avoid decision making. Now what could be my next proactive step... to get a lead.
Instead of asking 4 an order now.. could I call and probe more into their situation.. and try clear the objection which might have stalled the sales cycle before(if thats not too pushy)? Or may be wait for a few months with these customers and try again later hoping that they'll think of giving me another chance then?

Quote:

Originally Posted by a4khatri

Well I m in manufacturing in silver jewelry industry! there are customers I called on & had a face to face meeting, they ordered samples, which we sipped timely! and then things just never turned into real orders. I mailed them once, called once.. they just say " we re looking into it, we keep you in mind!". They never expressed any objections that I could handle!

What happens during your calls? Do you qualify/disqualify the prospects?

call them back and just say "I don't mean to be pushy......" and continue with your pitch. Not familiar with your industry, but you have to understand these people are obviously not waiting by the phone for your call. You will interrupt them, they will not be ready to buy off the first call and they will keep putting you off until you uncover a need or create value to them of your product. Keep pushing and don't take no for an answer.

I have this same problem. People tell me I'm too pushy on the phone with my customers. But here is the thing, a contact is a contact. This may be the last time you EVER talk to these people. People just hate to be sold, so they will screen your caller id number and never answer again. So you HAVE to get your foot in the door.

Another approach is to build as much rapport with them as possible until they are your best friend. Then slip in the "by the way...."

hope this helps!

Quote:

Originally Posted by Jolly Roger

What happens during your calls? Do you qualify/disqualify the prospects?

Well, This is exactly what happens -
one says on the samples "everything looks good We might be able to finalize by sometime in August"
Another "I am out of country till the end of July we'll contact when we get back"
third one "We re in the process of deciding it, we'll get back to you!"
fourth one "Your work is great, we'll definitely work with you but we dont have anything for you now."

Similar to all manufacturer to reseller situations, there is always a more collabertaive relationship that exists. They are probably resistant to switch from current suppliers. I feel there might be a need to get their confidence, yet not be too pushy! They just keep postponing it, never come to decide! need to sizzle the deal!

Quote:

Originally Posted by a4khatri

Well, This is exactly what happens -
one says on the samples "everything looks good We might be able to finalize by sometime in August"
Another "I am out of country till the end of July we'll contact when we get back"
third one "We re in the process of deciding it, we'll get back to you!"
fourth one "Your work is great, we'll definitely work with you but we dont have anything for you now."

Similar to all manufacturer to reseller situations, there is always a more collabertaive relationship that exists. They are probably resistant to switch from current suppliers. I feel there might be a need to get their confidence, yet not be too pushy! They just keep postponing it, never come to decide! need to sizzle the deal!

Just try to work on your presentation to get a decision.

Quote:

Originally Posted by Wonderboy

Just try to work on your presentation to get a decision.

Quote:

Originally Posted by a4khatri

hi all,

Well I m in manufacturing in silver jewelry industry! there are customers I called on & had a face to face meeting, they ordered samples, which we sipped timely! and then things just never turned into real orders. I mailed them once, called once.. they just say " we re looking into it, we keep you in mind!". They never expressed any objections that I could handle!
Will I be called too pushy if I call them a number of times and email too often? or is the persistence gonna end up into them trying us out finally?
same problem with 4-5 of our customers!

Follow up in a systematic method.

Make gentle yet purposeful closing statement/questions.

Have/create a reason for a follow up.

Have patience.

Move forward and upward with your circle of influence

Quote:

Originally Posted by Jolly Roger

What happens during your calls? Do you qualify/disqualify the prospects?

That's what I would want to know. Do these prospects have the want, authority, budget and urgency to buy.

When am I being too pushy!

Off Topic Forum