Contacting Prospects Regularly

Creating marketing collateral is important.

Getting leads is important.

But you must be contacting prospects regularly to generate new sales.

Why?

I always recommend people look at their own habits. You often don't buy or get in to a business relationship immediately when you meet someone. It takes time.

Let's say you've bought an item for your home like a refrigerator or you've bought a new car. You go to the store looking for an appliance or to the car lot. And you purchase then and there.

But you've already been thinking about the purchase for some time. It was already in your mind.

Contacting prospects regularly and following up leads to make new sales requires a deliberate, organized approach.

I don't know if the tool you use for follow-up is as important as having a tool to start.

I like using Excel spread sheets to list my contacts and prospects.

Try to choose one time per week to make follow-up calls or send follow-up emails or even nice cards sent in regular mail.

Why is it so important to follow up leads and prospects more than 2 or possibly 3 times?

Does it surprise you that 81% of all sales happen on or after the fifth contact, according to a study done by the Association of Sales Executives.

So hang in and persevere as you make following up an important part of your marketing plan.