One area of uncertainty among service providers is how often to follow up with prospects.
Not often enough and you may lose an opportunity to another vendor who is more visible.
Too often and you risk being an annoyance.
One technique that helps is to make sure you are NOT being a pest when you follow up.
Whether I am following up by phone or e-mail, the first thing I say is “I don’t want to be a pest, but … ” followed by a brief description of why I am calling.
This works amazingly well. Almost without fail, the prospect replies, “You’re not being a pest — I am glad you followed up!”
I don’t know what about “I don’t want to be a pest, but” works. I only know that it works like magic.