Should You Ever Stop Following Up?
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 an order or get in to see a prospect that has the ability to give you large and repeat orders, but the payoff can be enormous.
Consistent and effective follow-up is what separates a promotional consultant who is really successful from one that is just getting by.
Here are 6 proven tips to help you follow-up like a pro without being a pest.
1. Set a specific time to follow up. At the end of every meeting set a specific time to follow up either in person or on the phone. Say something such as: "Now that I know more about your needs I'd like to come back with some effective promotional ideas that can get the results you want to achieve. Would next Thursday at 2:00 p.m. work for you?"
2. Send a handwritten thank-you note. A handwritten thank you note will stand out. Couple that with an interesting promotional product and you have a great way to follow-up and spotlight what you do best.
3. 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.
4. 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, a business lead 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.