This thread was inspired by a brief chat with @Andy Black about how to follow-up with people you've spoken to that have demonstrated interest in your product or service.
We both agreed on the following:
- A follow up should be brief and easy to illicit a reaction to.
- Do not come off as needy. You are the one capable of helping them not the other way around.
- No responses to any messages post first talk (sending a proposal, asking them any questions, etc.) is typically a red flag and likely the sign of a rude person. Consider yourself spared.
With that aside it is my belief that follow-up is pretty instrumental in growing your customer base. People get busy, emergencies do happen, sometimes what you thought was properly explained in fact wasn't, or you unintentionally left a gap in the first talk where the prospect isn't quite sure what to do next, etc.
All this is to say that you're doing a disservice to your business if you don't take it upon yourself to reach back out to people who have asked for your help and (have already spoken with you) but haven't been brought onboard as a client.
Whats the most effective way to follow-up?
I have no idea
But this is my approach:
After the first call which includes an email with a proposal/service agreement and a direct text informing them such a document that has been sent.
I give a few days for them to review and if they don't respond by then I'll send a brief message or give them a call. If no response there, disqualify.
If I get them on the phone I challenge them with questions to get them to open up (if this were free would you go ahead right now or still have doubts?) (Usually people don't move forward because they either don't trust me or it is too expensive, is this the case here?). At this point the real objection is usually uncovered for you to tackle.
Also, if they are going back and forth with me on an infrequent basis (a day or two between communication) then I answer the question they ask and promptly call to see if we are ready to close the deal and begin working together.
Thats my loose approach but how else does the fastlane approach following up? Any do's and dont's you have to share?
P.S. This is mostly for inbound and if it hasn't been clear by now I am not the best at implementing systems.
We both agreed on the following:
- A follow up should be brief and easy to illicit a reaction to.
- Do not come off as needy. You are the one capable of helping them not the other way around.
- No responses to any messages post first talk (sending a proposal, asking them any questions, etc.) is typically a red flag and likely the sign of a rude person. Consider yourself spared.
With that aside it is my belief that follow-up is pretty instrumental in growing your customer base. People get busy, emergencies do happen, sometimes what you thought was properly explained in fact wasn't, or you unintentionally left a gap in the first talk where the prospect isn't quite sure what to do next, etc.
All this is to say that you're doing a disservice to your business if you don't take it upon yourself to reach back out to people who have asked for your help and (have already spoken with you) but haven't been brought onboard as a client.
Whats the most effective way to follow-up?
I have no idea
But this is my approach:
After the first call which includes an email with a proposal/service agreement and a direct text informing them such a document that has been sent.
I give a few days for them to review and if they don't respond by then I'll send a brief message or give them a call. If no response there, disqualify.
If I get them on the phone I challenge them with questions to get them to open up (if this were free would you go ahead right now or still have doubts?) (Usually people don't move forward because they either don't trust me or it is too expensive, is this the case here?). At this point the real objection is usually uncovered for you to tackle.
Also, if they are going back and forth with me on an infrequent basis (a day or two between communication) then I answer the question they ask and promptly call to see if we are ready to close the deal and begin working together.
Thats my loose approach but how else does the fastlane approach following up? Any do's and dont's you have to share?
P.S. This is mostly for inbound and if it hasn't been clear by now I am not the best at implementing systems.
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