Most businesses know their products, their message and their market well enough to produce a sales strategy that works pretty well. But they forget how important timing is in the whole mix.
People will buy when they're ready, not when you're ready to make a sale.
We all know sales calling can be a tedious, stressful time-consuming process, which is sometimes easier to ignore.
After all, if the customer doesn't buy now, he'll come back to us when he's ready--right?
Wrong! Your "customer" will buy from the last person he talks to before he's ready to make the decision. If that's not you, it will be one of your competitors.
So, you have to be in front of your customers when they're ready to buy. In other words, you have to follow up constantly to stop someone else catching their attention!
Source: CRM Daily