As with most questions, my answer would be "it depends." However, I'd say it truly depends on the value (or price range) of the offering. If it's a higher-ticket offer, your prospects may need time for approvals, to consider other proposals, and so on.
I remember reading a study commissioned by Microsoft which found that most sale people give up after 4 touchpoints BUT that around touchpoint #9, you have a 90% chance of winning the sale.
My gut says most of us give up just shy of victory. Keep going and good luck!
It depends upon how interested I am in helping them, if I feel I can help them and how much I want to help them. I think it is basically a waste to follow up outside of those parameters unless you just have nothing better to do. But my company is a service company so we are not selling a product per se. Patrick
If/when you know your business and your targeted customer needs, you will know immediately if they are going to opt for your services, hence follow up to [close the deal] is not necessary. However, if you are new to the game, think about the times you were overwhelmed with the #salesman trying to close the deal and implement the #GoldenRule - do unto others...
As a math learning center, we will not stop reaching out through email or phone calls until we get a hard and fast no. So many students have times where they struggle and are falling behind and we are going to try and be available to the family when they go through those difficult times. We do lengthen the time between phone calls, maybe reaching out only once or twice a year by phone. We recently reached out to a family who we had been in touch with for well over 18 months. The mother was glad we had called and scheduled an assessment for her student. The only lost cause I see in my business is not reaching out.
I think the key is to really understanding who is a good customer for you. If they are a fit, then keep in contact and build the relationship over time. If they don't, then let them go. For my type of business, which helping business get Rapid Breakthrough Results and a culture change fast, I look for three things: 1) Do they need breakthrough results? 2) Do they need them fast> and 3) Will it require a mindset change on the part of the people in their organization to do it and sustain it? I also am looking for a business of 250-3000 people (or more). If those all fit and the client acknowledges that's what they need, I nurture the relationship. If not, someone else will serve them better. I think its about knowing your niche (your ideal client) now-a-days and then being true to that. I also like the comment about will I enjoy working with them.
Robert thats a great question and I would say.....it depends. My business is that which I follow up continuously for there is never a lost cause customer.
I do find that when I have asked permission for follow up and set a time and date, wheter it be 2 days, weeks, or months, they eventual will tKe a moment to speak with me. Your customer is your friend and you want them to value a relationship with you.
Hope that helps.
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Answers (1-10)
As with most questions, my answer would be "it depends." However, I'd say it truly depends on the value (or price range) of the offering. If it's a higher-ticket offer, your prospects may need time for approvals, to consider other proposals, and so on.
I remember reading a study commissioned by Microsoft which found that most sale people give up after 4 touchpoints BUT that around touchpoint #9, you have a 90% chance of winning the sale.
My gut says most of us give up just shy of victory. Keep going and good luck!
It depends upon how interested I am in helping them, if I feel I can help them and how much I want to help them. I think it is basically a waste to follow up outside of those parameters unless you just have nothing better to do. But my company is a service company so we are not selling a product per se. Patrick
Robert, there are a number of ways to follow up on cold leads. Do you have their email?
In general though, How often do you follow up?
"Til they buy, die, or threaten you with harassment..."
See what I attached to another reply...
If/when you know your business and your targeted customer needs, you will know immediately if they are going to opt for your services, hence follow up to [close the deal] is not necessary. However, if you are new to the game, think about the times you were overwhelmed with the #salesman trying to close the deal and implement the #GoldenRule - do unto others...
Best wishes...
What Mark Mehling said :)
There is no set formula. A lot of times I will call someone untill they tell me no.
I am looking for no to move on, other wise I Will call once a month untill I get an answer.
As a math learning center, we will not stop reaching out through email or phone calls until we get a hard and fast no. So many students have times where they struggle and are falling behind and we are going to try and be available to the family when they go through those difficult times. We do lengthen the time between phone calls, maybe reaching out only once or twice a year by phone. We recently reached out to a family who we had been in touch with for well over 18 months. The mother was glad we had called and scheduled an assessment for her student. The only lost cause I see in my business is not reaching out.
I think the key is to really understanding who is a good customer for you. If they are a fit, then keep in contact and build the relationship over time. If they don't, then let them go. For my type of business, which helping business get Rapid Breakthrough Results and a culture change fast, I look for three things: 1) Do they need breakthrough results? 2) Do they need them fast> and 3) Will it require a mindset change on the part of the people in their organization to do it and sustain it? I also am looking for a business of 250-3000 people (or more). If those all fit and the client acknowledges that's what they need, I nurture the relationship. If not, someone else will serve them better. I think its about knowing your niche (your ideal client) now-a-days and then being true to that. I also like the comment about will I enjoy working with them.
Honestly, until I am "asked" not to follow up, I typically keep them in my call-back (CRM) radar to touch base every 3 months.
Robert thats a great question and I would say.....it depends. My business is that which I follow up continuously for there is never a lost cause customer.
I do find that when I have asked permission for follow up and set a time and date, wheter it be 2 days, weeks, or months, they eventual will tKe a moment to speak with me. Your customer is your friend and you want them to value a relationship with you.
Hope that helps.