When is best to follow-up?
Don’t leave it down to your prospect to get back to you. They might be keen as mustard, but if they’re busy and get distracted by a mountain of other stuff that goes on in their business, they may forget to get back to you.
Make sure you follow-up. But when?
1. Set next actions with your prospects – whenever you engage a prospect, irrespective of where they are in the pipeline, set a date and time on when you’ll get back in touch. That won’t always guarantee you’ll reach them next time you try, but it certainly helps
2. Sometimes sooner is better – if a prospect is sat in the pipeline tied into contract and they fob you off for a few months, be brave and pencil in a follow-up for a date sooner than they advised. May be a little cheeky, but timing is everything. Too close to their current contract end date, you’ll have no time to win them round
3. Stick to it – make sure you dedicate the time and don’t miss a date/time you have set with a prospect. Use a good CRM & internal process to keep on top of your cadence of sales activities
Running low on time?
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If you are an MSP, ISP, SaaS provider or distributor, and need expert resource to drive your sales & marketing activity, please book in some time with us for a chat.