How to Follow Up With a Potential Client

A perspective you contact on the use of your services, but wants to learn more. You send the information requested, and then you do not hear them. Make shrug their shoulders and this chalk up to a lack of interest on their part, or do follow with them and help sell yourself? I hope that this is the last.With the new year upon us, companies are giving a thought more to invest in their professional presence of employees. As consultants image and label, we can help. We contribute to a potential customer to make the leap from "thinking of training" to "take action".It is imperative to follow-up when someone requests information about your services. Here are some tips: thinking about the next step. When a prospect send my quotations or details, I like to include a demand for action. For example, instead of sending by e-mail of a document and saying "Let me know if you need anything", I'll let them know that I will be in contact with them in time of a week to follow. Alternatively, I'll ask about their availability, so that we can schedule the same week a brief telephone call to review the questions they might have on what I sent. This way to keep the momentum going and my email is not languishing a person box for all eternity.Schedule reminders. I would ask the perspective when they take a decision on the project. Then, ask the date that I must follow them. Once you have sent a perspective your information, make a notation or schedule an alert for the computer to remind you to follow-up on the agreement on the date. I find generally two weeks to be a reasonable period of time. In my email followed the prospect, I remind them that they asked me to follow in this time. I ask then, "the project always study or have you chose another provider?" I'm looking for an update. If you chose another provider, please let me know I can close your file. "The question on another provider, you can know the status of the project so that you do not waste your time if they project has been assigned to someone else. It is also useful to maintain a database (such as an Excel worksheet) that keeps track of the State of your prospect, as when you send info, contact the person and notes on their needs or schedule. Sometimes, they you email back and say that they have not taken the decision yet. It is ok. you're always in the running. Ask once more when they you would like to follow-up with them.Don't be not insistent. There is a fine line between a follow-up and to be energetic. You want to come across as attentive and helpful, desperate or demanding step. Sometimes the prospects are undecided or need more time to move to the next step, which means that you must give a space while keeping in your sights. Pushing to make a decision before they are ready or hunting after them without any response can easily frighten them. If you have followed after two weeks and received no response, try again after two weeks longer. If you still don't hear anything, it's probably better to go ahead.Explore other options. One way to encourage a quick decision is to offer a discount of time-limited with an expiration date. Often, this will stimulate prospects to sign quickly so that they can save a little money. But if a prospect finally chooses not to register your services, there are other ways to keep them "in"pipeline."." For example, if the budget is not a perspective for my services, I thank them for their account and they sign suggest for my newsletter or read my blog. These are two free services that offer advice and assistance perspective will remember my business. They can pass to another division within the company, look me again when they have the budget or simply to increase my web traffic. In any event, it is not a total loss.It is easy for you to not take account of the importance of your follow up - especially if you have difficulty handling rejection. How proactive and follow-up with prospects, you can run less risk of dropping the ball and likely usher in new business for 2011 tonnes!