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How Many Times Should You Follow Up with a Prospect?
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At this point in my career, I’ve worked directly with about 10,000 business owners and I have to be honest, I get this question all the time. As a result of getting the question again, I went into my archives and found a video I recorded in 2012 where I answered this very question. Check out my video: “You have to follow up; and to ensure you stick with it, you should vary your follow up attempts.” 1. Make a phone call, ideally within 24-48 hours after meeting them. 2. Mail a handwritten note – to be sent right after I leave a message. In my handwritten note, I do something memorable that warrants a call back. 3. Send an Email to follow up and check in. 4. Send them a relevant blog post, special report, white paper, etc. 5. Connect with them on LinkedIn. 6. Make another phone call. 7. Send them something else via mail. (I like to send one of my books.) 8. Make another phone call. 9. Make another phone call. 10. Send a follow up email. 11. Make another phone call. 12. Make another phone call.
So, how many times should you follow up with a prospect? “8 to 12 times or until they say yes. Whichever comes first.” It will take discipline and the creation of a follow up system to keep you on track, but it will be well worth it. Well, it will be if you want to keep growing your business by getting new clients.
So, how many times should you follow up with a prospect? “8 to 12 times or until they say yes. Whichever comes first.” It will take discipline and the creation of a follow up system to keep you on track, but it will be well worth it. Well, it will be if you want to keep growing your business by getting new clients.
48% of sales people never follow up with a prospect “25% of sales people make a second contact and stop” 12% of sales people make more than three contacts