In some cases thought, stunningly, that isn't happening. In one case we have made a decision about moving forward and are ready to buy but a sales person won't respond to my emails. Now, I'm second-guessing whether to advertise through this outlet at all. Here's how they lost a lead (us) in 4 steps.
- They were very slow to respond. I emailed the sales manager of a large marketing publication indicating my interest in buying advertising from them. I sent the email early one morning. I didn't receive a response until the following day. It almost seemed like they weren't interested in talking.
- Assumed I wasn't interested. When I finally spoke to the sales rep she made a false assumption. She had viewed our corporate website (which brands us a Sales Training company) and assumed I was mistaken when I reached out to her. I wasn't. She failed to look at LogMyCalls.com which firmly positions us as a marketing analytics and technology company. Because she made an assumption, she could have lost the sale before she had a chance to make it.
- Shot me down. After we talked about their products and pricing I asked if there were volume discounts (i.e. if we bought a lot of advertising would that lower the price). I was told unequivocally that, no, there weren't volume discounts. There was no negotiation, no 'I'll check with my boss' or 'I'll see what I can do.' There was a flat 'no.' That annoyed me.
- Failure fo Follow-Up. I sent an email on Friday morning saying that we were interested in moving forward. It is now Monday afternoon and I still haven't received a reply.