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What is Your process for following up with leads and prospects?

by thomharvey87
6 replies
I've read a lot of posts on here by successful guys talking about following up being a must.

My question is, what is your process for following up? Is it simply just calling over and over until you get them to pick up the phone? - This seems like it could work but there might be better ways of going about it.

I'll give an example. Let's say you have contacted someone through cold calling or even linkedin and they said they were very interested in your services.. you try closing on the first call but they ask for an email and for you to give them a call in a couple days. From there maybe they pickup the phone but as a lot of us know often they don't.

Do you just constantly followup with emails and calls until you can get a hold of them?
#leads #process #prospects
  • Profile picture of the author Jason Kanigan
    Originally Posted by thomharvey87 View Post

    I've read a lot of posts on here by successful guys talking about following up being a must.

    My question is, what is your process for following up? Is it simply just calling over and over until you get them to pick up the phone? - This seems like it could work but there might be better ways of going about it.

    I'll give an example. Let's say you have contacted someone through cold calling or even linkedin and they said they were very interested in your services.. you try closing on the first call but they ask for an email and for you to give them a call in a couple days. From there maybe they pickup the phone but as a lot of us know often they don't.

    Do you just constantly followup with emails and calls until you can get a hold of them?
    What you described is called Chasing.

    First, when someone says "Send me an email," they're almost always brushing you off politely. You have to set up a strong up front contract to determine what they're going to do with the info you send them, and what and when the next step is.

    Second, you might want to ask what they want in the email, and how it's going to help them make a decision.

    Third, you'll find many prospects can't do that...because they're brushing you off. What do you do then?

    You don't chase. Either a person has an acknowledged need and scheduled time to talk to you again, or you have nothing. Your job at the start of the conversation when calling is to sort, not to sell.

    Leave things to chance and you're likely to get nowhere.
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    • Profile picture of the author RimaNaj2011
      After the meeting I send the proposal over then call them after a few days to follow up. If they don't answer I sent them an e-mail just to let them know I called. That's usually it. I might try again after a month just in case they honestly had something and they couldn't contact me but that's rare.
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    • Profile picture of the author thomharvey87
      Originally Posted by Jason Kanigan View Post

      What you described is called Chasing.

      First, when someone says "Send me an email," they're almost always brushing you off politely. You have to set up a strong up front contract to determine what they're going to do with the info you send them, and what and when the next step is.

      Second, you might want to ask what they want in the email, and how it's going to help them make a decision.

      Third, you'll find many prospects can't do that...because they're brushing you off. What do you do then?

      You don't chase. Either a person has an acknowledged need and scheduled time to talk to you again, or you have nothing. Your job at the start of the conversation when calling is to sort, not to sell.

      Leave things to chance and you're likely to get nowhere.
      Good info, thanks Jason.

      The email that is sent is usually them asking for some example work I've done, that's always easiest rather then explaining results.. its a visual picture for them.

      From there I never end on "just call me back". I always set a time and date with them and they're usually good about it, although sometimes even though we've set a time and date they don't answer... my question is, where to from there?
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      • Profile picture of the author Jason Kanigan
        Originally Posted by thomharvey87 View Post

        Good info, thanks Jason.

        The email that is sent is usually them asking for some example work I've done, that's always easiest rather then explaining results.. its a visual picture for them.

        From there I never end on "just call me back". I always set a time and date with them and they're usually good about it, although sometimes even though we've set a time and date they don't answer... my question is, where to from there?
        "So...there must have been a reason you called me back..."

        Find out exactly what it is about what you do that is getting their attention.

        "How do you believe I can best help you?"
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        • Profile picture of the author AndrewCavanagh
          If you change your thinking a little following up will be the
          most powerful thing you do.

          Here's the change.

          Instead of focusing on trying to get them to buy something
          or trying to get them to hire you focus on educating them
          in a way that will appeal to them.

          In other words:

          "Jim I saw this article about a business making $20,000
          from an internet promotion that I thought might be
          valuable to you."

          or

          "Bill I just finished writing an article about how you can
          use reputation management to substantially increase
          the paying customers in your business and I thought
          you might get something valuable out of it..."

          or on the phone

          "Jim I was just talking to one of my clients about the
          sales they got from their latest email campaign and
          I thought you might be interested in how they got
          $2,000 in extra sales with just one email."


          When you're staying in contact with high quality
          information and you're demonstrating that you're
          interested in helping them make sales and profits
          that's going to put you top of mind when they
          think of the internet, internet marketing, marketing
          and anything else related.

          Follow up with enough prospects this way and you're
          going to have a steady stream of prospects turning
          into paying clients and a steady stream of referrals
          (people like to reciprocate with people who are genuinely
          trying to help them and if they don't have the money to
          hire you they'll often introduce you to someone who does).

          Kindest regards,
          Andrew Cavanagh
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  • Profile picture of the author CandyxLand
    Originally Posted by thomharvey87 View Post

    Is it simply just calling over and over until you get them to pick up the phone?

    Do you just constantly followup with emails and calls until you can get a hold of them?
    No, do not constantly harass somebody! That's a definite way to make sure that they don't use your services, and possibly even badmouth you to potential clients. I agree with the person above who said make sure that you corner them into a specific follow-up time. When they say they are interested, say "how about I call you back on Wednesday at 7:00pm to discuss the details," or whatever is relevant to your product. Send them a reminder email Wednesday morning to say that you'll be calling that night. If you aren't able to reach them, drop it.
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