Following up with prospects in the COVID Environment
The follow up process is still one of the most important functions that a small business owner must do to grow a successful business. In this blog, I am staying away from social media or e-mails, although useful, for my recommended, personal touch, prospect follow-up methods.
- Personal hand written note (imprinted with your name or logo) to be sent out immediately after an initial meeting. It gives the prospect the feeling that you care.
- Send a Specialty gift. Something small but useful (go online www.4imprint.com for ideas) or unusual that will be used, seen or talked about.
- Send copies of endorsements from satisfied clients.
- Find a mutual friend and ask for an endorsement.
- Send a postcard with a QR-Code which leads to a Video supporting the benefits your offer.
- In my opinion, the telephone is the second most powerful weapon in selling, in-person visit being number one. Many small business owners are reluctant to pick up the phone and call a prospect that did not buy. The secret to a successful follow-up by phone is to have a purpose, other than repeating your sales pitch again, for the call.
- Send recent articles that may be beneficial to your prospect; it does not have to be about your business.
- Mail a sandwich menu and invite your prospect to select an item from the menu and to pick a day and time for a Zoom lunch. Have the food delivered to your prospect just before the start of your lunch meeting.
- Send a business referral to your prospect.
- Subscribe your prospect to a magazine or news journal that pertains to his business.
Please add another 5 touches that are personal to you to this list.
Prospect ”touches” are the key to establishing long term relationships. Touches show that you believe in your product/service. The key is to have at least a dozen or more different “touches” available so that the follow-up process becomes automatic.
Tips & Advice by Nick Petra, CFP – Founder of Strategic Duck and BizQuack
Comments are closed