- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
- Downloadable prospecting letters
- One killer-good intro letter only the bravest of the brave send out
- A downloadable voicemail script
- 15 on-demand video sales courses
- Archived sales content searchable by sales challenge
Complete Story
07/24/2024
Eight No's and a Yes
Source: Bill Farquharson, The Sales Vault, July 22, 2024
The road to “yes” is paved with “no.” Getting that appointment, you will need to endure quiet, no response, a lot of assumptions, and a test of patience.
If an investigative reporter came along and asked you to describe how you finally scored an appointment with a decision maker, the timeline would probably look like this:
No. No. No. No. No. No. No. No. Yes.
No #1: Your first attempt was an e-mail. There was no reply.
No #2: Your second attempt was to forward your first e-mail, adding “did you receive this?” There was no reply.
No #3: Your third attempt was a connection request through LinkedIn. You’re still waiting.
No #4: Your fourth attempt was a phone call that went to voicemail. It was not returned.
No #5: Your fifth attempt was an e-mail containing the URL to a Wall Street Journal article on a subject of interest to their industry. You have no idea if it was read.
No #6: Your sixth attempt was an e-mail containing a URL to a success story. It was a job you did recently, and the client was particularly pleased. At the last minute you included their testimonial. Coincidentally, LinkedIn notified you that someone checked out your profile. You investigate to find it’s the prospect you’ve been going after. At last, your first nibble.
No #7: Your seventh attempt was a phone call. In this voice mail, you say something bold: “How many people try this hard to get your attention? Can you imagine how hard I will work for you as a client of mine?”
No #8: Your eight attempt was a drop-by. You were in the neighborhood but got rebuffed at the door. Oh, well.
And finally…
Yes #1: Your LinkedIn connection request is accepted and a past e-mail comes back with a reply: “I’m impressed with your diligence and look forward to meeting the person trying so hard to get my attention. How does Friday at 10:00 look?”
Do not get discouraged by, “no.” Hear the quiet as “They will buy from me, just not today.” Assume they are listening to your voicemails and act accordingly.
And make that next attempt as if your job depends on it.
Because it does.
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
Other Vault resources:
24 Hours Left: Don't Miss Your 2026 Wage & Benefits Report
The deadline to participate in the 2026 Wage & Benefits Survey is Friday, July 17. Returning participants can typically update and submit their information in just 10–15 minutes, while new participants gain access to one of the industry's most valuable compensation benchmarking tools. Don't miss your opportunity to contribute and receive the full report.
Read MoreJoin us for GMA's Biggest Night of the Year!
Registration is now open for the 2026 Print Excellence Awards Grand Ceremony! Join us as we celebrate this year's award winners, recognize outstanding achievement, and enjoy an unforgettable evening of great food, networking, and the very best our industry has to offer.
Read MoreMember News: Congratulations to August Grebinski on an Exciting New Chapter
Graphic Media Alliance is proud to celebrate one of our members as August Grebinski transitions from operator to owner of Print Bind Ship through IXL Graphics, Inc. Please join us in congratulating August on this exciting milestone and wishing him continued success in the years ahead.
Read MoreCould Your Workplace Be at Risk Even Without an OSHA Violation?
Many employers are familiar with OSHA's specific safety standards, but fewer understand the General Duty Clause—a broad requirement that can result in citations even when no specific regulation exists. This month's Safety Spotlight from Sedgwick explains what every employer should know to reduce risk and maintain a safer workplace.
Read MoreMember News: Tecnau Advances High-Speed Inkjet Automation with HP Certification
Congratulations to Graphic Media Alliance member Tecnau on achieving HP certification for its Revolution 50 AutoSetup solution with the HP PageWide Web Press A2200. The milestone reinforces Tecnau's continued leadership in finishing automation and integrated digital print workflows.
Read MoreProspecting for Promo
Networking events can be a goldmine for new business—but only if you approach them the right way. This week's Short Attention Span Sales Tip from Bill Farquharson explains why talking less about promotional products and more about your prospect's business can uncover opportunities you never knew existed.
Read More