You've talked to a prospect.
"I might buy!", she tells you.
- So, you wait a day. No reply.
- Five days. No reply.
- 30 days. No reply.
- 100 days. No reply.
You start thinking: Hey, that person isn't interested in my services! You don't follow-up. You don't get any sale or any referral from that prospect. You cry.
Meanwhile, Competitor Charlie takes the more active approach by pitching his services periodically.
"I'll check-up with the prospect every 30 days to see if I can help her in any way," he thinks. "That way, I won't be too annoying and keep her thinking about ME when she needs to do X, Y, Z."
- First 30 days: No help needed.
- 2nd 30 days: No help needed.
- 3rd 30 days: HELP NEEDED!
By periodically keeping in touch with the prospect, and pitching your offer to help, you increase your chances of converting the prospect into becoming your customer.
"But, I'll just annoy them!!!111," you scream
Get this: Every contact poiint leads to more familiarity (i.e., why we'd drive far to see our regular barbers and doctors), which leads to the person liking you more, which increases your chances of doing business with them.
Expecting prospects to come to you nets you SUCK sales. Eliminating as many barriers for your customers to do business with you: YAY.
Keep in touch.
Posted on November 30
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