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How Do You Follow Up on Prospects? - ThinkAdvisor

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Instead: Assuming you can reach them, you might ask if they “went in a different direction.” The answer might surprise you. No, they didn’t. They just aren’t ready to act right now. Part on good terms: “Take your time. Is it OK if I circle back in (time) if I haven’t heard?” You’ve kept the prospect alive. Their problem isn’t going away.

5. The lead where you forgot if you followed up or not. 

Ever have that time when you look at a lead or referral and wonder “Did I ever call them?” We are embarrassed we might have dropped the ball, but can’t remember. There are no records.

Instead: Being honest is a good reason for reaching out: “A while back you expressed an interest in (x). I don’t recall if we spoke or not. I’m getting back in touch so I can be responsive.” They might not remember either, but they will see you are honest and courteous.

6. The old leads you keep in a drawer. 

This includes prospects, leads and referrals. The common factor is nothing happened. Treat them as warm calls versus cold calls. You made an effort to help at some point in the past.

Instead: “We spoke two months ago. You had an interest in …” Ask what happened. Did they find what they were looking for?

7. Your prospect file on Outlook. 

This is likely huge. It’s primarily emails you got back from people. Something prompted them to engage with you. This is also fertile ground.

Instead: Continue the email string, so they can see they have been responsive. Suggest signing up for your newsletter as a way to stay connected.

  • LinkedIn leads. You post. People like and comment. Someone has made an effort. What do you do?

Instead: You probably have this one handled. If they aren’t a connection, you send them an invitation, referencing them liking your post. If they are a connection, you message back, thanking them for liking it. You ask a gentle question.

You grow your practice through leads, prospecting and referrals. You need a procedure to be sure each one is followed up to its logical conclusion. If people have a need or want to do business, they shouldn’t have to work hard to get attention.

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How Do You Follow Up on Prospects? - ThinkAdvisor
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