The Rhythm of the Market
Over the five or six years I worked in the jewelry business, I noted the rhythm of the market. Summer was always slow, but in the fall, I needed to be vigilant with sales basics like follow-up, time management, database management, and prospecting.
Come summertime, I would plan ahead for fall by prospecting, making tons of follow-up calls, and doing database management. This meant I would continue working my usual route and maybe try to meet some new clients, but I knew in my head no one was really going to buy. I was simply laying down foundations for future sales. Maintaining face-to-face contact kept me in the game and built stronger bonds with my customers because when clients are going to get ready to buy, they’ll buy from the person who came in when they didn’t need him. That was me.
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