Cecily, one of SendOutCards customers, sells radio advertising for a local group of stations. A while back she called on the director of marketing for a large local upscale furniture store. The woman told her not to waste her time because this store had never done any radio advertising and had no plans to do any in the future.
Cecily gets a call one day from this woman. It seems that there was a change of direction and they had decided to do some radio.
They selected Cecily because… get this… SHE WAS THE ONLY SALES REP WHO HAD ACTUALLY FOLLOWED UP WITH THE WOMAN!
Everyone else wrote it off as an account that was never going to buy… but they did buy! During their phone conversation the woman told Cecily they had decided on a test run of $35,000 and would be delighted if she could stop by as soon as possible with the contract.