Don't Lose Another Client Follow Up

 

Don’t Lose Another Client- Follow Up!

By Jennifer Conaway, CTACC, ELI-MP, CTP

Business Consultant, Public Speaking Coach with Your Next Level, Inc.

 

You went to a great networking event, met a lot of people, even connected with 3 that are great prospects and interested in what you can do for them. Now comes the follow up. When do you contact them? How often do you contact them? What is the purpose of the contact?

You have no idea how many clients will tell me they do not follow up on leads for weeks! That is crazy! That lead is hottest within the next 24 hours- leave it much longer and you may lose what could have been an easy sale.

First let’s address how often and how to follow up. Some prospects will ask you specifically to call or email them, if that is the case follow their instructions, otherwise I suggest using a mix of email and phone.

In our increasingly noisy world we are bombarded by multiple messages constantly. If you want to cut through those messages you may need to contact your prospect up to 9 times. It may sound like a lot but I’ve done it, it works and the (now) client thanked me.

  • Always contact them the day after your initial meeting by phone. If you must leave a message remind them of the great conversation and ask to continue that conversation. Leave your phone number- do not assume they can find the card you gave them the day before.
  • Three days later call again, same basic message and let them know you will email them some information in the next day or so. Be sure to send the email within 2 days- further out than that and the prospect begins to forget your call or presumes you forgot about them.
  • Send an email – include any of their needs that you already discussed with them and how you can help them address those areas – if you have an example from a previous client that is similar share it. Provide benefits of what you do, not features. Attach any articles or information of interest. Suggest a time for you to get together. This should be a rather short email. No one wants to read a book length email so keep the information brief and to the point.
  • Wait about a week to give them a call again. This gives them time to get caught up on their email and digest the information you sent. You can always suggest a time to get together- go to them- and request that they contact you with another suggestion if your original idea doesn’t work.
  • The next few contacts are all about a week apart with the same request as above. After you have tried 8 or 9 times it is all right to presume the person is just not ready to work with you or truly not interested.

I have found that individuals do not secure clients because they simply give up. They call once maybe twice then just stop.

The other thing I hear is that the vendor finally contacted the prospect- weeks after the initial contact- only to hear that the prospect has already interviewed multiple vendors and chosen the one they will use. There is no reason to lose that business.

Where is the upside to not contacting your prospect? After much discovery, clients will finally admit to me that they fear being rejected by the prospect.  Really? That’s all you got!? Let’s look at what could happen if you contact the prospect:

  • They don’t respond
  • They are happy to speak with you
  • They set up a time to meet with you
  • They give you a referral for someone else that might be interested
  • They buy!
  • They decide they don’t want to/aren’t ready to use you

All of those outcomes are a lot better than staring at your desk wondering where the business is.

Stop procrastinating- get in contact and stay in contact with your prospects.