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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?

We’d love to help. We spend all day every day supporting technology service businesses with their sales & marketing challenges – from data and content to telemarketing.

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.


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