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Rejected
By: Tama Swan, Associate Editor
Issue: 2009jun

After you don’t get the business, know what questions to ask so you can make changes for next time.

Have you ever put all your manpower and creative energy into a sales presentation only to suffer a crushing defeat when prospects choose someone else over you? As tempting as it is to tuck your tail between your legs and make a hasty retreat, the right thing to do is to seek information on what went wrong so you can grow from the rejection and move forward.

First, ask the lost prospect for feedback and then really listen to the answers. It’s best to do this in a brief phone call. Don’t question his or her responses, but do try to get the real reason behind the decision. If they chose someone else over you, ask what they found appealing about the other company.

Once you get the feedback you asked for, be open to receiving it. This means taking the criticism, analyzing it and making real changes in response to what it taught you. Ask yourself: Did I really understand the client’s expectations? Did I build strong relationships with the key decision makers? Did I have the right people? Being self-critical will help you learn from your losses.

Source: www.adage.com

Pick Me!
The recessionary atmosphere in which we all are living is causing some marketers to streamline their budgets and, consequently, the number of promotional products professionals they partner with. Here are some tips from www.btobonline.com for standing out from the pack:

Be prepared to handle inquiries about your financial stability.

Be upfront about your average client size and the scope of the budgets you handle.

Champion the staffing resources and partner relationships that will help you help your prospect.

Make yourself an expert on the prospect’s business and industry.

Prove you have strong analytic capabilities for demonstrating ROI.

Make sure you’re 100 percent clear on their business objectives.

Work on showing you are a good fit within the company’s culture.


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