Do you set a specific time to follow up a prospect?

Last updated by Sam Smith [SSW] about 1 year ago.See history

Sometimes the prospect is not ready at the end of the Initial Meeting to engage you for a Spec Review or ad-hoc work. Even if this is the case, it's really important you leave the meeting with a crystal clear future about the next stage and when that will be. Every prospect needs an intelligently scheduled follow-up activity.

So, at the end, ask the prospect:

  • "When would be a good time to meet next?" Oh I'm quite busy at the moment, I'll get back to you
  • "Great, let me know when you can"

Figure: Bad example: It's unlikely that a follow-up meeting will occur

  • "When would be a good time to meet next?" Oh I'm quite busy at the moment, I'll get back to you
  • "How about late next week?" Yes that could work
  • "Does Thursday or Friday suit better?" Probably Friday
  • "Great! How about Friday morning?" I've got a meeting all morning
  • "No worries, well I've got a few meetings in the PM so let's book in for 3?" Sure, sounds good
  • "Cool, I'll send through an appointment now. Feel free to let me know if you need to change it down the line."

Figure: Good example: Leading the prospect to help find what time works for them, highlighting that you are busy and that they are not locked into the meeting

This will ensure that the follow-up meeting or phone call gets a much better chance of happening... Basically, the prospect sets this up and will feel a certain indirect obligation.

The other way to schedule a follow-up is using Followupthen.

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