When working with a new prospect, be sure to follow up right away. Prospects are perishable.
No matter how excited your new prospect seems to be, call them right away – don’t wait for them to call you. In our fast paced lifestyle today, there are many things competing for everyone’s time, money and focus. You’ve got to get to them before they move onto something else.
When a new prospect contacts you or submits their information for the first time, they have certain expectations on how quickly you should respond to them. Although expectations vary for different contact methods, the general rule of thumb is the same. The longer it takes you to respond to a new prospect, the less likely it is that they will choose your business. But how can you determine which contacts and leads you should follow up with?
Actually, the answer is all of them.
Every prospect is like a scratch-off lottery ticket. You don’t know what you have until you scratch off the face of it and see what you have won. How many people buy a lottery ticket and then wait until the next day to see if they’re a winner? None.
Prospects should be treated the same way. Call them right away to find out what they’re looking for and if you can help them. You won’t know until you talk to them.
Remember, prospects are mostly hot for only about 24 hours so call them now!
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By Lynn Huber
p.s. Every prospect should be called as soon as possible. And if they filled out a form on your website, they should definitely be called within 5 minutes of filling out the form. Why? Because they are still thinking about the form they just filled out. They might actually still be on your site. They haven’t moved on to something else. And they’re waiting for your call!
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