BRX Pro Tip: Are You Following Up Enough?
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, the answers are so often in the questions. One of which is, are you following up enough?
Lee Kantor: [00:00:13] Yeah. When it comes to sales and your prospects, you probably aren’t following up enough. Most salespeople give up on prospects after one or two attempts. They kind of go into this pile of folks that, “Yeah. I wish that would have worked out,” and they just kind of leave it alone. But successful salespeople know that they have to try and connect with those prospects about ten times in a variety of ways over a 30 day period before they move that prospect to some sort of a nurture campaign.
Lee Kantor: [00:00:44] And this is where you can really leverage some automation, and especially marketing automation can be your friend in this area. To me, I would much rather keep marketing to a prospect until I have a definitive no. And then, even after I got a definitive no, I would still send them my newsletter every month. You know, I wouldn’t quit after that.
Lee Kantor: [00:01:06] So, I think that most folks kind of give up on a prospect too early. When a lot of times, for prospects, the answer is not now. It’s not no. And then, if you’re just in front of them for a longer period of time, they’re going to remember you and they’re going to, hopefully, think of you the next time they have the problem that you solved.
