Persistence is really important when you’re following up with a customer, but you don't want to be a pest. Here are some tips for keeping in touch without pushing too far:
- Giving your customer a professional, streamlined and custom-made experience will encourage them to step it up. If you establish the next steps to take and how you will interact with them in the future, then you’re already increasing your chances of getting prompt replies.
- Remember that people are busy. Professionals have a lot on their plate and may need to be contacted more than once. Remember that it often takes at least seven touches to make a sale.
- You’ve got to give them bait. Send them a white paper on how others in the industry are benefiting from what you sell. Invite them to see the progress you’ve made with your project. That will help get their juices flowing.
- If someone doesn’t get back to you, it’s like dating. Maybe they’re just not into you. Something didn’t register emotionally and they didn’t feel motivated enough to pursue it. If you didn’t paint a sexy enough picture of what their life would be like after installing your stuff, then they won’t have a pressing reason to get back to you.
Of course, it’s frustrating when you aren’t hearing back from someone you’ve invested time in. The bottom line is to put your finger on the acupressure point that gives them a burning desire to solve a problem. Think of it in your own terms. What would make you pick up the phone or write back right away?