Ideas on when to follow-up

I have a list of prospects that are a few months out yet and I wonder how often I should be contacting these people. I don't want to wait too long in case something changes but I don't want to be a pest either. Where would you draw the line?

I just did a SalesPractice podcast interview with Craig Elias last week (it's not available at SalesPractice yet, but stay tuned). Craig is the creator of trigger event selling, and would say that you should never wait until the "few months" has passed. The prospect is a high level opportunity now, before anybody else gets in front of you in line. I agree with Craig.

There are many ways you can stay in touch with a prospect, letters, newsletters, email, sending them industry specific articles. The key is to "drip" on people and not just call to say, "are you ready to buy".

Quote:

Originally Posted by Thomas

I have a list of prospects that are a few months out yet and I wonder how often I should be contacting these people. I don't want to wait too long in case something changes but I don't want to be a pest either. Where would you draw the line?

My first question I have is "Have you 'ever' spoken to them at all? " Without that, you don't really know if they have any need for your services or a willingness even to talk with you. If you can get to the decision maker and chat you can start to build a comfort level with each other that can lead to trust, and then when the time is right, they will WANT your product for their solution. Or at least give you the opportunity to, and then it is up to you to take it from there.

I believe that salespeople predetermine too often, that someone is a potential customer, without really finding out. That wastes a lot of time, and effort that could be spend elsewhere.

"I believe that salespeople predetermine too often, that someone is a potential customer, without really finding out. That wastes a lot of time, and effort that could be spend elsewhere." -- Paulette

I'd subsitute "imagine" for "predetermine" and come to the same conclusion, Paulette. After finding out if today there's a need and want to and willingness to act, I'd say to reconnect every four - six weeks Thomas.

Some situations might merit asking when to reconnect. Others may merit more or less than four - six weeks.

MitchM

[quote=MitchM;35747Some situations might merit asking when to reconnect. Others may merit more or less than four - six weeks.
MitchM[/quote]

In every situation it is important to 'ask' how often the prospective client would be OK with a 'touch' of some kind from you. You don't want to be perceived as a pest, leaving vm messages or sending emails or letters, yet 'staying softly in their mind' does give you a better chance to get the business.

First you have to have that initial conversation, and then determine what will needs to happen.

Follow-up at its most effective is permission-based, and the line should be drawn when that permission is apparently withdrawn.

Quote:

Originally Posted by Ace Coldiron

Follow-up at its most effective is permission-based, and the line should be drawn when that permission is apparently withdrawn.

Ace, please define "apparently withdrawn."

Quote:

Originally Posted by Skip Anderson

Ace, please define "apparently withdrawn."

By "apparently withdrawn" I mean that the prospect provides evidence through behavour or conversation which would validate a conclusion by the salesperson that the prospect does not want to be contacted again, or at least not in the near future.

Quote:

Originally Posted by Ace Coldiron

Follow-up at its most effective is permission-based, and the line should be drawn when that permission is apparently withdrawn.

Looking back, I realize that I did not give a complete answer to Thomas's question, "Where do you drawn the line?"

I take it that by "YOU", he means me the reader. I answered in the context of the "line" being one of discontinuounce, and although I provided a truthful answer, I realize that Thomas was addressing frequency and timing. However, I follow a permission-based philosophy. That said, frequency and timing would be based on the current level of my prospect's permission. It would also be effected by the availability of authentically new and pertinent information that I would want to share with the prospect.

Ideas on when to follow-up

Follow-Up Forum