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Is it rude to ignore potential vendors when you initiated the enquiry?
If you reach out to a vendor by filling in a form, calling, participating in a presentation, discussing pricing etc and then along the way you decide its not the right time or product wouldn't it be respectul to let the sales person know if they repeatedly reach out?
It takes only a few minutes to reply to an email saying "thanks for your time, we have gone in another direction" or whatever the situation is. This way the sales person can know to stop chasing the person.
Given that people can "hide" behind voice mail and email and be impossible to personally connect with it seems common courtesy [under the condition that the prospect was the initiator of the enquiry vs a cold call] to show respect to the person who spent time helping you learn more about the product/service.
Many sales people may still operate under the belief that you have to connect 9 times+ so alot of chasing may go on wasting time needlessly if people would only let them know they are not interested.
I am interested in experiences that people have with this situation, how they handle it and why it seemingly happens more often today (I don't think being busy is an answer since this courtesy takes only minutes).
Thanks!
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2 Answers
Hi Kerri! Yes, it is rude. We would not want it done to us.
In our experience, it is often caused by embarrassment: the person who is “filling in a form, calling, participating in a presentation, discussing pricing,” is doing so in the mistaken belief that he or she would have the authority to do something about it. So when that person discovers that he/she is merely the “designated hitter”/”gofer” and that “the powers that be” have a different course or agenda, well … We and our clients have seen this more than a few times since the economy tanked and business prerogatives got progressively more restrictive.
But the basic rules of respect in business behavior still apply and folks who abide by them generally develop better reputations and careers than those who don’t.
Kerri:
Great question and one that speaks to the biggest shift in B2B in the last few years - the buyer. I think you highlight something vital when you say "Many sales people may still operate under the belief that you have to connect 9 times+ so alot of chasing may go on . . . " This is part of the problem. The fact that I attend a webinar, fill out a web form to gated content, or even discuss a product, does not mean I am a viable prospect wanting to buy.
I believe that it is the responsibility of the organization (marketing & sales) to begin a dialogue with someone so they know when it is a good time to engage in full on selling. If a sales person jumps the gun because of the lack of process within their organization, then you as a consumer do not have to be subject to their poor process.
All that said, I do believe professional courtesy of responding with a quick email or note about not being in the purchase cycle is worthy of someone's 30 seconds.
Carlos Hidalgo
@cahidalgo
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