Good follow-up is essential to winning new business. But often it’s something that slips through the net or isn’t given the time it deserves.
So, what does good follow-up look like?
- Have a plan; are you looking to set up a meeting? Or are you asking if they want more information? Having a clear call to action will bring more focus and allow for better follow-up. It also helps them understand what you are looking for from them.
- Don’t wait too long; if you don’t follow up within 24-48 hours, it’s likely your prospect will look to your competitors for support. Make a great impression by following up promptly and with purpose.
- Pick your time carefully; don’t let your efforts go to waste by reaching out when they’re not likely to engage. Avoid Mondays and Fridays as a rule and if you’re emailing, then maybe try to send it early mornings when they might be less busy.
- Don’t forget persistence; most prospects need several follow-ups before you get a result. As long as you don’t seem needy, you shouldn’t feel bad about following up.
- Don’t be afraid to pick up the phone; too often we resort to email but don’t forget about the phone. Sometimes having a conversation could bring quicker results and feel more memorable for someone.
There’s no single silver bullet in business development but having a solid process in place for your follow-ups is really key.
A planned approach will ensure that you don’t miss out on opportunities that could just be around the corner.
