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Unformatted text preview: contact. If no next step is established, optimum contact frequency is 6 times per year and minimum frequency is 4 times per year. The buying windows of prospects are moving in time as indicated by the blue arrow. When their needs are satisF ed, the buying window closes. When needs arise, the buying window is activated. In many cases, it is difF cult to predict when the buying window will be active because prospects often do not know themselves. 1 2...
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