What do you think?

[bigdaddy]

I am a salesman for a clothing company. Recently I made a call to a large buyer and spoke with them about carrying our line. Our line is fairly popular and the company would benefit from having it in stock. The buyer sent me an email stating that they want to put the line in their stores. And asked how I'd like to proceed.

I answered that I'd come visit them at their HQ's. That was two weeks ago.

I have called the buyer two times during these two weeks and have not gotten through. Twice the buyer has emailed me giving a time when he would call (once said I'll call you tomorrow morning, the other said I'll call you in an hour). Neither time did he call. I emailed him stating that something must have come up and asked when was a good time for me to call. Nothing came back.

What should I do? Should I call again? Any advice would help.

[wormy]

You should have set up an appointment as soon as possible with them when they said they were interested. Either you should have gotten them to look at their calender two weeks down the road or asked them if you could set it up with their secretary. Next thing I would try is calling their secretary and explaining to them that you were meant to see the person based on a conversation 2 weeks ago and ask the secretary when the nearest appointment slot is available. Unfortunately, it is now time to be pushy as well as tricky in setting up the sales pitch.

[Fergal]

Persistence on behalf of a sales person can play a major role in closing a deal and cementing a successful business relationship. I once knew a supplier of a particular services that phoned me on my mobile on a very regular basis promoting his service. He wasn't pushy just a quick call every month or two asking if we had a requirement for his service. We didn't need the service for quite some time, but when we did, guess who was the first supplier to come to mind, and to get the job?

You should keep contacting this guy, even if he doesn't respond. Don't be over pushy to the extent that he asks you to stop contacting him. But a regular phone call or email shouldn't do any harm. Perhaps something has changed within his company or something urgent has come up and finding a new supplier may not be top of his priorities right now. However, if you keep in touch he will remember you when he is in a position to make a decision again.

Are you sure that your contact is the person in the organisation with the budget, authority and the need for your product range?

[rachael24]

I agree with setting up an appointment ASAP. Let us know what you do, and how it works out!

[bigdaddy]

Thanks for all of the great advice guys. As for setting up an appointment with his secretary, I'm not sure how that would work out. His office is more than a 1000 miles away. I don't know how I would react if I flew to him only to have him say he is no longer interested. I certainly wouldn't have a problem flying out there if he is showing great interest in closing the deal.

Looking through his past emails I found in one where he asked me "how do you want to proceed?" At the time I answered that by asking if we should meet at his office. He didn't answer.

I am thinking it may be a good step to answer that email a little more descriptively by speaking of details involving the product delivery and sale. Also, he has communicated twice through email before, so that may be an easier way to reach him. What do you think?

[abraxus]

In business, we keep chasing good deal and bare in mind that sometimes big deal that comes to us may not good at all depending on the people who made the deal. Eventhough i don't have a clear picture on what is happening to the buyer and how's your deal with them, if we already do whatever necessary to close the deal but the other party didn't give serious attention, i would say that forget them and find another, don't waste your time waiting for them as in business every second is valuable and within a second you might lose million of dollars..think about it