We had aa great snowfall this past Saturday, light fluffy stuff that makes people want to go skiing… which is why Whiteface Mountain did NOT look like the picture here (there were no empty trails). It’s still early in our season, so there are a limited number of ways down the mountain…
An hour in – I had a choice to make: did I want to stay or go?
I will tell you as I was riding up the lift there were certainly multiple factors going through my mind. If any or many of those had been different, my choice would have been different as well.
Deciding to keep prospecting into an account is the same kind of choice!
“It depends” is a salesperson’s favorite answer to give… but not to hear. Here are a few of the top factors to consider when you are making account keeping OR ditching decisions.
- does the account match up with your ideal customer profile?
- how long have you been TRULY putting qualifying effort in?
- have you made repeated effort, in different ways (calling, emailing, LinkedIn messaging, etc) to contact people?
- what steps have you taken to see who you know… who knows someone there for a referral or introduction?
- if you STOP prospecting into this account, who will you replace them with?
Notice I didn’t give you the “answer” – that is up to you. THINK first, then make your choice./