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The Follow-UpJanuary 5, 2009 at 7:53 am by Blair After the meetings/presentations, when the prospect goes into the decision-making huddle, what's the best way to follow-up?
The obvious mistakes here are at opposite ends of the spectrum - failing to follow-up and therefore leaving the prospect feeling you are disinterested or irresponsbile, or following-up frequently to the point of annoyance or projecting neediness.
Ask the Prospect How do you strike that balance and giving the prospect some time and space but demonstrating diligence in not letting things slip through the cracks? I find it's best to ask the prospect. I once heard it put this way and have used the line ever since: "How aggressive do you want me to be in following up with you on this?"
The prospect appreciates you offering input on this and taking the guesswork out. You might hear, 'If you're calling me and I'm not getting back to you, please keep on me - I'm just busy and not ignoring you.'
Don't Call Us, We'll Call You... Just because you've asked the prospect doesn't mean he has final say. You do not have to agree to a request of no follow-up. You have time invested in this relationship too, so it's unfair of one party to expect the other party to just sit on his hands while he pontificates, procrastinates or golfs.
One of my rules is to never end one interaction without scheduling another, so if you hear any version of 'don't call us, we'll call you,' reply with, 'Sure thing, but I'm going to put a date in my calendar on which I'll check in with you if I haven't heard back from you. Is Friday (Date A) or next Wednesday (Date B) more appropriate?'
If you get any push back on this simply state that you policy of no open loops. People might argue with your choices but they are far less likely to argue with your policies. :)
Next: Asking the prospect if you can help him make his decision.
Tags: meetings (1) follow-up (1) closing (2) |
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