Is It Possible Your Follow-up Tactics Aren’t Doing You Any Favors?

I once had an interesting conversation with an associate who was surprised that she’d gotten flak from a referral source for taking five days to follow up with a prospect that the referral source had referred to her.  My associate explained to me that she doesn’t like to follow up with prospects for four or five days because she doesn’t want the prospect to feel like she’s too eager.

I told my associate that I strongly disagree with her follow-up strategy.  My reasons why are outlined in the following paragraphs . . .

When building relationships, it’s always important not to let much time lapse without following up the first contact. Within twenty-four to forty-eight hours, send your prospect a note expressing your pleasure in communicating with her. It’s still too early, though, to send business literature or make any move toward sales promotion.

Follow up early, but don’t push beyond the prospect’s comfort level. Once the prospect has expressed an interest in your products or services, provide information about them, but don’t force it on her. Continue presenting your products or services, but avoid the hard sell. Focus on fulfilling her needs and interests. Your goal should be to keep your prospect aware of your business without annoying her.

Remember, to secure the long-term loyalty of your prospect and convert her into a customer, you must first build a relationship, and that relationship must develop through the visibility, credibility and profitability stages. It may take a while, but if you’ve selected and briefed your sources well, you’ll speed up the process.

Always, always, always remember to follow up with people, in any situation, at the very least within seventy-two hours. There’s a reason people commonly say that the fortune is in the follow up . . . when you follow up quickly with people, your reputation will benefit, your business will benefit, and eventually your pocketbook will benefit as well.

Do you have any unique and effective ways of following up which have helped you attain success consistently?  If so, I’d love to hear your tactics–please share them in the comment forum below.  Thanks!

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2 thoughts on “Is It Possible Your Follow-up Tactics Aren’t Doing You Any Favors?

  1. I always follow up with prospects by sending a personalized greeting card. Since I have been doing this my business has really taken off. More often than not, the person ends up contacting me and thanking me for the card. They always say this type of personal follow up is so unusual these days! Thanks Joe Girard for the tip! (Joe sends out over 13,000 greeting cards a month!! No wonder he is the worlds #1 salesman!)

  2. I like to give the prospect something for nothing in return. In our web design business, I go to the prospects current site and do a quick assessment. If there is a button not working, or a way that a small change that they can do themselves, I have something to start a conversation. They don’t owe me anything, but appreciate the free assessment and are more likely to give me business the next time they need help with their website.

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