How
to Follow up With Prospects
by: Andre Plessis
How to follow up with leads? How to identify
real prospects?
You get a request for your products or services and you send
information within a day or so of getting the request. A week
or two goes by and the prospect hasn't placed an order. What
should you do next?
Customers who request information may not have an immediate
need for the product or service they inquire about. They may
look over what you send and then put it aside, planning to
follow up at some point in the near future.
Then 2, 3 months down the road their priorities change. Suddenly,
it's time for them to really consider buying the product/service
they were thinking about purchasing in the past.
If this scenario happens, who is likely to get the order?
The vendor whose name is most familiar and who has stayed in
touch with the prospect, will most likely be the one who gets
the order.
Position your company to win those delayed sales by following
up regularly for at least six months on all qualified sales
leads. Make contact with your prospects at least once a month
for the first six months if the prospect seems genuinely interested.
A follow up call, email or letter are excellent reminders of
your presence. Set up a day of the week just dedicated to follow
up with real prospects. (By the way you should also set up
a day to follow up with past clients).
Understanding Leads For Better Success
Identifying your prospects is one of the most important part
of the sales cycle.
The prospect has an immediate need for your offer and budget.
This is the most qualified lead. You will need to focus all
your efforts on this ideal prospect. The prospect requests
a quote or asks for someone to contact him. This happens more
often than you think, but it can only happen if you are actively
and continuously visible to your prospects to maintain top-of-mind-awareness.
The prospect has an immediate need for your product or service,
but no defined budget. He asks for additional information.
This type of prospect may require a little longer sales cycle.
He will certainly shop around to see the different options
available to him. You will need to convince him that you have
the perfect solution at the right price. He will invest in
the right solution if the need is great enough and he clearly
sees value and an eventual return on his investment.
The prospect has a vendor already talked to
a company and received an offer, but remains in the prospect
database as
he hasn't made his mind yet. The goal with these type of prospects
is to be at the top of their "Vendors to Consider" list
when their existing vendor is unable to satisfy their future
needs.
The prospect already has already a company and is shopping
around. He has already received a quote, but remains in the
prospect database. The goal with these prospects is to convince
them that you have the right solution at the right price. It
requires some sales skills. You need to follow up constantly
with the prospect and find out which his most important factor
when considering the choice of a vendor.
The prospect has no immediate or foreseeable need for your
products or services. In fact he clearly states that he doesn't
know if he needs the service. He doesn't see the benefits of
your products or services, nor does he have the budget. You
should quickly remove him from your prospect database. Putting
efforts into that lead and trying to convince him would be
a waste of your time and money. Although this is the least
desirable response, knowing that is better than being clueless.
Avoid futile marketing efforts directed toward prospects that
will never result into a sale.
Lead Generation Requires Resources and Expertise
Building relationships and maintaining top-of-mind-awareness
with qualified prospects through your lead generation efforts
is crucial to your success in a highly competitive market.
It requires building and maintaining business relationships
with your potential customers. It is very important to be aware
that you will have to find ways to constantly stay in touch
with your prospects in order for them to be reminded of your
presence and benefits you have to offer them.
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About The Author:
Andre Plessis
Author & Marketing Consultant
Savings4Merchants
http://savings4Merchants.com
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