Saturday, September 15, 2012

How to Follow Up with Prospects

How to Follow Up with Prospects

Most of us have heard the expression that the fortune is in the follow up.  Rarely is someone going to hear or see your presentation and purchase right on the spot.  That's actually a good thing.  When a customer takes time to weigh a decision, then commit, you have a higher retention rate.  Most people don't make a mistake by following up, they make the mistake of not setting up the follow up properly.

Before you can follow up, you have to set the correct expectation.  Here's how you setup the follow ups without sounding needy, pushy or "salesy":

We've discussed this before, but you NEVER offer to call a client.  Instead, you have them contact you.  If someone needs time to make a decision say something like this, "I understand.  Take your time. When can you get back to me either way?"  What this does is let the prospect pick a timeframe that is convenient for them.  If they say "Friday" and you don't hear from them, then it's completely natural and not pushy to call them on Saturday or Monday because they TOLD you they would call.  Maybe you missed the call or something.  Then after that, follow up every couple of days for about 5 to 6 times.  At some point (whatever you are comfortable with) you are going to have to "breakup" with the prospect.  This means telling them that you won't be contacting them anymore, you have others to help and if they wish to use your services to contact you.  This does 2 things. Creates urgency and let's your client know that they need you and not the other way around.  It's amazing how many sales i've done just based on me saying that the deal is off the table or I am exhausted trying to reach them and give up.  People by nature loved to be chased and when the chase is over, they will contact you.  I hope this helps. Good luck out there!

Mario Wilson