FOLLOW-UP ACTION TIP: The best follow-up action includes a timely response, information of value, and communication of a professional image.

Timely Response

Did you ever consider that the prospect who inquires is testing you? How quickly you respond, and with what information, will create in that prospect’s mind a lasting impression of you and your business acumen. Think about what you want that to be.

When you have met a prospective buyer at an event or received a call or e-mail inquiry, is a personal response better than a packet of information? Does e-mail make sense or is it too impersonal for your first follow-up response? Does your first follow-up communication indicate that you will initiate the next contact? And if so, did you do it when you said you would? There’s positioning power in being first.

Julie Wassom