RAB Insights

RAB Research Archive

Avoid the 'drop in' call

As a salesperson, you have the right to be persistent and to be respected, but not to infringe on customers' time. Dropping in on a client unannounced because you were "in the neighborhood" sends the wrong message.

Instead, schedule your calls, have a stated objective for each meeting, and be sure the time spent results in value for the client.

Source: Marketing executive Ken Thoreson