We sure live in an instant gratification society – don’t you think? If you’re not sure, just think about the last time you ordered from Amazon. In addition to next day or 2-day delivery, did you notice the option to “get delivery within the next two hours?” It still boggles my mind that Amazon is able to offer this on many items.
It makes you think – when you are doing business – what kind of “instant gratification” do you demonstrate? Let me share a real-life example that happened to me this week.
A few months ago, we joined a new golf club and went to a “new member mixer” this week. We met many people from the Club’s staff and being experienced businesspeople, we took our business cards to the social reception and exchanged them with several staffers.
When we sat down to dinner after we left, we were very impressed that one of the staffers had already followed up and sent us an email to set up an appointment together this week (she was following up on the conversation about her services).
That was within an hour of our initial meeting!
Our dinner conversation immediately went to “How you do anything, is how you do everything.” If she followed up so promptly, she gave us an immediate impression of the services and responsiveness we could expect from her.
So, in your business, when you interact with a prospect or client at a trade show, or meet them at an event, how quickly do YOU follow up? Are you like some ordinary salespeople and “only do follow-up on Fridays under the guise of efficiency?” Or are you a rock star, and write a text, email or follow-up note within an hour of your meetings’ conclusion?
By the way, that means when you go to the parking lot to get in your car after an in-person meeting, you send a text to your client. Or you carry note cards, and stamps with you and pen a personal note and either drop it off at the receptionist before you depart the parking lot, or you mail it on your way to the airport.
Sound a little over the top? Or too aggressive?
I don’t think that was the mindset at Amazon when they came up with 2-hour delivery. I think Amazon said, “How can we become indispensable? How can we make our company a household word and become the preferred source for almost everything?”
When you go to a trade show and have a conversation with a potential buyer, how long before they receive a follow-up email or phone call from you? The week after the trade show? The next month? How about you make your company stand out and have an administrative staff person in your booth, who inputs the name of every lead and sends a follow-up email (or text) to the prospect within 5 minutes of them departing your booth? That’ll make your company stand out and I am inclined to think you would move to the top of the list for becoming a vendor.
Think about it, it takes 9 touches before a prospect even knows you exist. Are you a “one and done” follow-up person? Do you send an email after a meeting and when you don’t hear back rationalize “I guess they weren’t interested.” Experienced sales professionals have a formal touch system that includes texts, emails, birthday cards, personal notes, phone calls, invitations to interesting events and a clipping service. They know how to be top of mind, without being annoying, and their success rate is at the top.
So, I ask you, how quickly should you follow up after a meeting, a phone call, or an email? I guess it depends on if you want the business or to close the deal. You can follow up by employing many types of communication, in a reasonable rhythm.
I called and emailed one of my clients yesterday morning and gave him a lead for some new business. I was thrilled to see him email the lead within a couple of hours of our conversation.
How quickly do you follow up on your leads?
Onward and upward,
If you’re enjoying what you’re reading, please consider recommending it to others. They can sign up here.
