Do you follow up on potential clients?
Discussion
I have been running my own business for 2 and a half years now, have been extremely busy over the last 12 months and it doesn't seem to be easing up, which is obviously brilliant, if a little tiring!
I was just wondering what course of action people take after meeting a client.
I usually offer a free initial consultation, during the meeting i give the client an idea of costs, then go away and email them a formal quotation.
After this, if I haven't heard back within a week or so, I sometimes follow them up with a call, especially if they indicate that they are keen to get the work done ASAP.
I usually just ask if they have had the quote ok, but my real reason for phoning is to see if they have decided who they are going to use/see if they have had a cheaper quote (although I don't directly ask this)
I can never really decide if I should follow them up with a call or not as I don't want to come across as desperate.
I was just wondering what course of action people take after meeting a client.
I usually offer a free initial consultation, during the meeting i give the client an idea of costs, then go away and email them a formal quotation.
After this, if I haven't heard back within a week or so, I sometimes follow them up with a call, especially if they indicate that they are keen to get the work done ASAP.
I usually just ask if they have had the quote ok, but my real reason for phoning is to see if they have decided who they are going to use/see if they have had a cheaper quote (although I don't directly ask this)
I can never really decide if I should follow them up with a call or not as I don't want to come across as desperate.
Just play stupid. You are not desperate but just following on from the last conversation.
Ask them, when do you think you might be looking to make a decsion? If they say oh in a week or 2 weeks etc call them back.
'Hi I know when we last spoke you said you were looking to make a decision around now - any further thoughts?'.
If not.
Ok shall I call you in a few days?
You just want to know their decision, you are not begging for the business. It shows you are organised!
Ask them, when do you think you might be looking to make a decsion? If they say oh in a week or 2 weeks etc call them back.
'Hi I know when we last spoke you said you were looking to make a decision around now - any further thoughts?'.
If not.
Ok shall I call you in a few days?
You just want to know their decision, you are not begging for the business. It shows you are organised!
Absolutely follow them up, it doesn't have to be a hard sales call, just a matter of ensuring that they are getting the service they expected from you.
I assume that they took the time to search you out and contact you, spent time at a meeting with you and read your proposal because they actually wanted whatever you are offering, so don't be frightened to ask for the order and if they aren't going ready to buy why not? - what do they need to help them make the decision.
Sometimes if customers have had a couple of quotes they end up buying from whoever calls them because it's easier. A follow up call also gives you the opportunity to address any concerns they may have or to match a competitors offering.
I assume that they took the time to search you out and contact you, spent time at a meeting with you and read your proposal because they actually wanted whatever you are offering, so don't be frightened to ask for the order and if they aren't going ready to buy why not? - what do they need to help them make the decision.
Sometimes if customers have had a couple of quotes they end up buying from whoever calls them because it's easier. A follow up call also gives you the opportunity to address any concerns they may have or to match a competitors offering.
Edited by 897sma on Friday 25th April 15:49
I used to assume that people make rational decisions, but this is rarely the case.
For example, potential customers will get 3 quotes for a piece of work, and choose the best one according to some set of criteria.
More often than not, I don't think they do. Decisions are made far more emotionally: if you happen to bump into someone you've quoted just after they've been hit by the problem you can solve, then your chances of success are higher for no reason other than luck (or follow-up diligence!).
I read this the other day. Apply usual rules for statistics (and I haven't looked for the true source), but it makes you think
48% of sales people never follow up with a prospect
• 25% of sales people make a second contact and stop
• 12% of sales people only make three contacts and stop
• Only 10% of sales people make more than three contacts
But,
• 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth contact
• 80% of sales are made on the fifth to twelfth contact
From: http://www.evancarmichael.com/Business-Coach/4074/...
For example, potential customers will get 3 quotes for a piece of work, and choose the best one according to some set of criteria.
More often than not, I don't think they do. Decisions are made far more emotionally: if you happen to bump into someone you've quoted just after they've been hit by the problem you can solve, then your chances of success are higher for no reason other than luck (or follow-up diligence!).
I read this the other day. Apply usual rules for statistics (and I haven't looked for the true source), but it makes you think
48% of sales people never follow up with a prospect
• 25% of sales people make a second contact and stop
• 12% of sales people only make three contacts and stop
• Only 10% of sales people make more than three contacts
But,
• 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth contact
• 80% of sales are made on the fifth to twelfth contact
From: http://www.evancarmichael.com/Business-Coach/4074/...
Pothole said:
Do you want the business? Stop 'feeling' like a person and start acting like a successful salesperson. Follow up every lead until it either pays off or tells you to F off.
This 
There is no other answer other than the one above.What's the point in going through the motions if you're concerned about following up the lead.
Asking the right questions throughout the sales/prospect process is really, really important. No point working your nuts off and spending money if the lead isn't going in the right direction. I'm not going to teach you to suck eggs but I watch sales people all day making basic mistakes and spending time working on projects that are never going to happen.
Anybody can be a busy fool
Edited by HoHoHo on Friday 25th April 15:49
kestonian said:
I used to assume that people make rational decisions, but this is rarely the case.
For example, potential customers will get 3 quotes for a piece of work, and choose the best one according to some set of criteria.
More often than not, I don't think they do. Decisions are made far more emotionally: if you happen to bump into someone you've quoted just after they've been hit by the problem you can solve, then your chances of success are higher for no reason other than luck (or follow-up diligence!).
I read this the other day. Apply usual rules for statistics (and I haven't looked for the true source), but it makes you think
48% of sales people never follow up with a prospect
• 25% of sales people make a second contact and stop
• 12% of sales people only make three contacts and stop
• Only 10% of sales people make more than three contacts
But,
• 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth contact
• 80% of sales are made on the fifth to twelfth contact
From: http://www.evancarmichael.com/Business-Coach/4074/...
98% of sales are based on emotion.....For example, potential customers will get 3 quotes for a piece of work, and choose the best one according to some set of criteria.
More often than not, I don't think they do. Decisions are made far more emotionally: if you happen to bump into someone you've quoted just after they've been hit by the problem you can solve, then your chances of success are higher for no reason other than luck (or follow-up diligence!).
I read this the other day. Apply usual rules for statistics (and I haven't looked for the true source), but it makes you think
48% of sales people never follow up with a prospect
• 25% of sales people make a second contact and stop
• 12% of sales people only make three contacts and stop
• Only 10% of sales people make more than three contacts
But,
• 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth contact
• 80% of sales are made on the fifth to twelfth contact
From: http://www.evancarmichael.com/Business-Coach/4074/...
I try to make a habit of arranging the next contact as the last one is finishing. IE you're at the end of the first meeting, you say you'll send over your quote and you'll follow up with them by Tuesday unless they've got back to you before then
It's a great way to pin people down by agreeing in advance the steps that are going to happen, and if they dont you've got a plan of when you should have been in touch so you've got a reason to call
It's a great way to pin people down by agreeing in advance the steps that are going to happen, and if they dont you've got a plan of when you should have been in touch so you've got a reason to call
HoHoHo said:
kestonian said:
I used to assume that people make rational decisions, but this is rarely the case.
For example, potential customers will get 3 quotes for a piece of work, and choose the best one according to some set of criteria.
More often than not, I don't think they do. Decisions are made far more emotionally: if you happen to bump into someone you've quoted just after they've been hit by the problem you can solve, then your chances of success are higher for no reason other than luck (or follow-up diligence!).
I read this the other day. Apply usual rules for statistics (and I haven't looked for the true source), but it makes you think
48% of sales people never follow up with a prospect
• 25% of sales people make a second contact and stop
• 12% of sales people only make three contacts and stop
• Only 10% of sales people make more than three contacts
But,
• 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth contact
• 80% of sales are made on the fifth to twelfth contact
From: http://www.evancarmichael.com/Business-Coach/4074/...
98% of sales are based on emotion.....For example, potential customers will get 3 quotes for a piece of work, and choose the best one according to some set of criteria.
More often than not, I don't think they do. Decisions are made far more emotionally: if you happen to bump into someone you've quoted just after they've been hit by the problem you can solve, then your chances of success are higher for no reason other than luck (or follow-up diligence!).
I read this the other day. Apply usual rules for statistics (and I haven't looked for the true source), but it makes you think
48% of sales people never follow up with a prospect
• 25% of sales people make a second contact and stop
• 12% of sales people only make three contacts and stop
• Only 10% of sales people make more than three contacts
But,
• 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth contact
• 80% of sales are made on the fifth to twelfth contact
From: http://www.evancarmichael.com/Business-Coach/4074/...
Pothole said:
HoHoHo said:
kestonian said:
I used to assume that people make rational decisions, but this is rarely the case.
For example, potential customers will get 3 quotes for a piece of work, and choose the best one according to some set of criteria.
More often than not, I don't think they do. Decisions are made far more emotionally: if you happen to bump into someone you've quoted just after they've been hit by the problem you can solve, then your chances of success are higher for no reason other than luck (or follow-up diligence!).
I read this the other day. Apply usual rules for statistics (and I haven't looked for the true source), but it makes you think
48% of sales people never follow up with a prospect
• 25% of sales people make a second contact and stop
• 12% of sales people only make three contacts and stop
• Only 10% of sales people make more than three contacts
But,
• 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth contact
• 80% of sales are made on the fifth to twelfth contact
From: http://www.evancarmichael.com/Business-Coach/4074/...
98% of sales are based on emotion.....For example, potential customers will get 3 quotes for a piece of work, and choose the best one according to some set of criteria.
More often than not, I don't think they do. Decisions are made far more emotionally: if you happen to bump into someone you've quoted just after they've been hit by the problem you can solve, then your chances of success are higher for no reason other than luck (or follow-up diligence!).
I read this the other day. Apply usual rules for statistics (and I haven't looked for the true source), but it makes you think
48% of sales people never follow up with a prospect
• 25% of sales people make a second contact and stop
• 12% of sales people only make three contacts and stop
• Only 10% of sales people make more than three contacts
But,
• 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth contact
• 80% of sales are made on the fifth to twelfth contact
From: http://www.evancarmichael.com/Business-Coach/4074/...
I usually do a follow up after 10 days. I just call up and say, "I was just clearing out my outbox/inbox and noticed I hadn't heard back from you, are you still looking to carry the project forwards or have you already found what you need elsewhere?"
I know it's not the best approach but it does seem to work and, if it doesn't, at least I know it's no longer a lead.
I know it's not the best approach but it does seem to work and, if it doesn't, at least I know it's no longer a lead.
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