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.
5. 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 question such as: “Do you have a moment to speak? I have a new idea to increase your sales I’d like to share with you.”
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. Follow your prospect on social media sites. Comment on their blog posts. 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 commenting below.
Rosalie Marcus, The Promo Biz Coach is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher profit margins and dramatically increase their incomes! Get a FREE special report: 10 Big Mistakes Promotional Professionals Make and How to Avoid Them and a FREE Skyrocket Your Sales audio download at http://www.promobizcoach.com. Reach her at [email protected].
