I've never had a job as a salesman, so my natural inclination is "if they wanted what I offered, they'd call me". But I'm increasingly learning that sometimes people need a little nudge, a reminder that they want what you offer.
My typical scenario is a meeting with a client, I follow up an hour or so later with an e-mail saying "good to meet", with a summary of the key points discussed and how to proceed. Sometimes I get a brief acknowledgement e-mail, sometimes not.
How long should I leave it before following up? Is the next day too keen? Is a week later leaving it too long?
....only don't ever try that with me, I never buy off anyone that does a chase up!
Interesting...demonstrates how each customer should be treated differently.
I read this blog post recently, a woman basically saying she gave off very clear "buy" signals to two companies, but neither followed up so she thinks they don't want her business (ie she never buys if you DON'T chase up).
I think one possible answer to that is to arrange the follow up during the initial meeting, set a time you will call them again "after you have had time to sleep on it and to cover any more questions you may have thought of" kind of thing.
I think one possible answer to that is to arrange the follow up during the initial meeting, set a time you will call them again "after you have had time to sleep on it and to cover any more questions you may have thought of" kind of thing.
Yes, if you arrange the follow up at the initial meeting for a few days time, then the client knows that you are about to call so has to make a thought out decision.
I don't mind this type of follow up as long as the person doesnt try the hard sell to change my mind.
The Following User Says Thank You to Johnny B For This Useful Post:
I belong to the "Close the Sale" there on the spot method.. Or very often the whole idea gets forgot and then you need to go through all the same old speel again..
Get them hooked do the pitch and then get the final order ie; Close the Sale , be bold ask for the order .
if your selling something a little more diversified ie; a service or similar well then maybe a slower approach and i would say 1 week is about right to chase or follow up..
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The Following User Says Thank You to Big Pete For This Useful Post:
If things are going well I do try to close the sale verbally...but there's a reasonable amount of paperwork involved in becoming someone's accountant, and (even ignoring the possible shock on the prospect's face when I brought it out) I think the work involved in drafting that for every prospective client based on a variety of services they might choose to take up would make it not really viable.
Perhaps this is unrealistic, but could you not have a basic form they could sign on the day (single page type affair), then send them the rest afterwards, that way at least having something signed and sealed?
If the first contact was a good one and I get a good vibe then I make an agreement straight away on when the follow up will be and make it for 2-3 days.
If the feeling is not so good then I follow up the day after with a mail or letter to confirm any points raised and then add a line to say I will contact you on xx time, date. I always give a number to call if this time / date were not convenient, that way they phone me if they are not interested and I get a last crack at them or at least lay some foundations for a future contact.
I would have said that something like 4-7 days for a follow up would be good, but having said that choosing an accountant is quite a big decision. So it maybe also be worth a longer term follow up maybe a month later.
I know what you mean that I they don't respond straight away they aren't going to at all, but that's not always true. How often do you receive something and hang on it to it because its potentially interesting but just not right now?
I think if you leave following up completely it almost looks like you aren't interested in them. We've had clients who've stayed in touch with prospects from mailings they've done who eventually converted 9-12 months later!
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How long before chasing up prospects 
Yes, if you arrange the follow up at the initial meeting for a few days time, then the client knows that you are about to call so has to make a thought out decision. 
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