Time Management
The most important step is to schedule the specific follow up in your time management system. Mark in your calendar specific action steps you will take to keep your name in your prospect’s mind.
At the beginning of each week, block a few hours of research time to hunt for relevant insight that will help your prospects.
Ideally, this time should NOT be scheduled during peak selling time.
When you stop for a coffee or lunch use that time to surf the Internet or peruse through a trade magazine.
Many sales people groan at this because it is a relatively boring process; however, it can pay dividends.
Manage Research Results
Keep a file of the helpful hints, ideas or tips you find. Rather than recreate the wheel with each prospect, you can send them articles that you read several months ago providing the content is still relevant. Your goal is to create an archive of a few dozen articles, newspaper articles or websites that contain pertinent information.
Track Follow-Up Activities in Your CRM
Next, you need to track the information you send to each chinese overseas canada database prospect in your CRM. The last thing you want to do is send repetitive information to your prospect. You also want to measure your results and learn what works and what does not.
How often should you send insight to a prospect? There is no standard rule of thumb to follow because each situation is different.
Here is an example of a follow-up cadence that works:
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