Their lack of responsiveness, he contends, doesn't mean they aren't interested in talking to him. The best price is no price. Fax us two law-firm invoices, no longer than 15 pages, and we'll analyze them for you for free, sharing our findings during a subsequent meeting or call. LSI actually employs a part-time person to input the invoice data. Lately, he's begun offering prospects an opportunity to test drive the software for about three weeks.
Nobody needs anything.
Showing prospects how the product fits into what they already do makes more sense than trying to persuade them they need something new. All of LSI's dozen or so customers have resulted from cold-calling. That means Friedman's skin has, of necessity, grown more layers. More common than withering turn-downs, however, are sales cycles with no closure in sight. Call me in three months, they'll say, then six.