Hello <<First Name>>!
What do you do with interest? When someone says 'call me', or 'could you send me some more information'? The blogger asking you to do a guest post? The person that says 'do you sell online'?
THE FIRST HURDLE TO GETTING A CUSTOMER IS FOLLOWING UP.
Before that hurdle, all you need is to be fast enough, and find the right track. Are you losing opportunities by not following up?
I work with businesses that need all kinds of suppliers. Their experience is similar to mine when selecting someone or a business to buy from -
1. The first criteria for a shortlist is 'responding'. Like : providing a quote when asked, or answering an email enquiry. Or just being open for business!
2. The second is - answering the question that was asked. EG. Quoted for what was asked for, or explaining the right product feature. The price?
3. Then you get a chance to start comparing and deciding between the suppliers that are left in the game.
Sometimes, you can get a new customer or win an opportunity for publicity just by responding quickly. You'd be amazed at how few businesses bother at all.
The best thing about an opportunity is that it's a door to a whole new corridor of doors. Sometimes in a better building.
You may not beat out all of your competition this time, but you'll increase your chances by:
1. Having a process for following up on any opportunity that could achieve your business goals.
2. Responding in 24 hours, faster if possible. At the very least specify a clear timeframe.
3. Listening to the question or request. Be clear on what you are being asked, and then answer honestly.
4. Training yourself to recognise opportunity - anything that could bring your business awareness to the right customers, and further your business goals.
Do you find following up difficult?
Reply to this email and tell me what gets in the way of following up on your opportunities (don't be shy - we ALL do it) and I'll give you my thoughts.
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