For example, you’ve sent someone an offer or a proposal, put all your best work into it, made it as affordable as possible, maybe included a payment plan and it’s gone off to the client.
And then …. Nothing. You don’t hear from them, not even an acknowledgement of receipt.
So what do you do? If you tell yourself you don’t want to disturb them or nag them and stay away and wait for them to contact you, you may never find out there was an error in the email address you had and they never received it in the first place and assume you didn’t want the business.
If you tell yourself you have to chase them up, pin them down to an agreement date, nail that sale before anyone else does, you may well annoy them by continuously contacting them just to get an answer that fits with your timescale, deadlines and targets.
If you tell yourself you are following up with them, checking in that (a) they’ve received it (b) is there any more information they need (c) sending them interesting and relevant information of value they might appreciate, they are more likely to appreciate your level of customer service, keep up the dialogue with you and let you know where their thinking is on the proposal and have you front of mind when it comes to discussing who to give it to.
For more ideas on following up, take a look here.
Or find a wealth of ideas in the “Nurturing” module of the Sell Like a Woman programme.