Should You Ever Stop Following Up?

By Rosalie Marcus
http://www.prombizcoach.com/


Did you know it can take from five to seven contacts with a prospect, and sometimes longer, before they become a customer? That’s why consistent and and effective follow-up is what separates a promotional consultant who’s really successful from one that’s just getting by.

Should you ever give up on follow-up? That depends on how valuable the prospect is to you? I can tell you from actual experience that it may take months to get in to see a prospect that has the ability to give you large and repeat orders, but the payoff can be enormous.

Here are 6 easy tips to help you follow-up like a pro without being a pest.

1. Follow-up fast. It’s always best to follow-up within 24-48 hours of an initial meeting. If you’re not following up quickly, chances are your competitors will be. A handwritten thank you note with an interesting promotional product is a great way to follow-up and spotlight what you do best.

2. Block specific times to follow-up. First thing in the morning and at the end of the business day are the times you’re most likely to find your prospects and customers at their desks.

3. Get permission and build rapport. I don’t have to tell you how hard it is to get a live person on the phone these days. If you’re lucky enough to reach them you have to be able to convey the benefits of what you do quickly, in order to pique their curiosity and have them want to learn more. The first thing I encourage my coaching clients to do is to ask permission to continue. A short sentence such as: “Do you have a moment to speak?” goes a long way in building rapport.

4. Be genuine. If your intention is to help people, instead of to sell to them, not only will you find it easier to make the call, but the people you talk to will find it easier to buy. Remember people buy from others they know, like and trust.

5. Provide valuable information. Forget about calling to see if your prospect or customer received your catalog or email. How boring is that? Instead, share a valuable resource, an interesting article or a business promotion tip. You get the idea. People will look forward to hearing from you if you share information that will help their business and their bottom line.

6. Use a variety of different methods. Phone calls and emails are not the only way to follow-up. Send a newsletter with promotional tips or a promotional idea of the week. Send a creative promotional product. Anything that will keep your name top of the mind works well. You’re in a fun industry. There are lots of ways you can share your expertise and connect with your customer.

What’s the bottom line? Don’t give up. Effective follow-up done consistently works.

What follow-up methods have worked best for you? What's the longest you've ever followed up with a prospect? Share your thoughts by hitting the comments button below.

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Rosalie Marcus, promotional products business coach, speaker and educator teaches people in promotional products sales how to get more business, better clients and a higher income.Get a free special report How To Attract Promotional Products Sales in 30 Seconds or Less at http://www.promobizcoach.com/

Reach her at Rosalie@promobizcoach.com or 877-570-6766