Josh Greene at Discovery reached out to me a few weeks ago and offered some unsolicited advice on how I can improve my sales process.

It wasn't easy to hear it, but it did make me think.

One of his points was, "don't call me just to 'check in. If I need you, I know how to find you."

Josh had a larger point...'if you are not going to give me something of value to stay in front of me, then it's probably not worth it to call.'

Now, on the one hand, Josh has a point. If I call you (in a permission-based interruption scenario) to give a 'polite push,' you might say, 'hey, I don't really need the hassle.'

On the other hand, there is a fine line between persistence and annoyance, which is why I continually ask if I am crossing it, and some clients appreciate the friendly nudge, even if it is just to say "what's going on?"

But, interestingly enough, I was on the other end of this scenario the other day.

About 3 months ago, I met someone who specializes in the business management for consultants. Namely, he handles the back office stuff (e.g. invoicing, billing, taxes, etc.), so that consultants can focus on sales and delivery.

Good enough and after the meeting, I followed up with him with a brief note and 1 or 2 action items.

I heard nothing back.

Then, out of the blue, he calls me and says, "hey, wondering if you have any work for me?"

I saw what Josh meant.

This is a guy who has been absent for 3 months and totally silent...now, he's asking for work.

No way.

Granted, it's not 100% analogous, since this guy was completely invisible and I was only checking in, but I got the point.

I've made a commitment...if I am going to follow up with a prospect, I am going to have something interesting to say at the same time (or at least I'll try and make it interesting!)

Now, your turn. Is Josh right?

For the first two in this series, see here and here.

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