I've recently had a variety of conversations with clients and small business owners about following-up enquiries and sales leads.  Most of these conversations have been focused around building up the courage to follow-up and deciding when and how it's most appropriate.  

 

It's staggering how many business enquiries aren't followed up and ultimately how much lost revenue businesses could be giving away.  I've covered the importance of following-up and some statistics before; including the fact that 80% of sales are made on the 5th to 12th contact.  But I thought it might be useful to share some ideas on how you can actually best follow-up your sales leads, enquiries and proposals.

 

Often people feel they are being rude by following-up, but if you don't you're opening up the doors to your competitors:

 

  • Just do it! :  Following-up is a genuine process, just call them up or send them a polite email merely enquiring if they’ve received your information, if you can be of any further assistance, and reinforce your genuine interest in working with them.

 

  • Be yourself, don’t be a nuisance:  Don’t pester people every day for 12 days at 9am, be yourself and consider your own values and how you would like to do business.  If you consider your own values you’ll know the best way to approach the follow-up for your business. 

 

  • Offer value:  If weeks or months have passed it’s always nice to remind people you’ve been thinking about their business.  You might see a news article, an opportunity or meet a contact which might be of real interest or value for your prospect.  Drop them a note with the information, demonstrate you care and that you can add value to their business...keeping your customers and prospects top of mind will keep you top of mind with them when they’re ready to buy. 

 

  • Build the relationship: Sometimes the decision to buy can come weeks and/or months later.  Use follow-up methods that help build trust and rapport, and hopefully a long term relationship.  But be sensitive to the response and respect signals of not being ready or wanting to buy.