You meet with a prospective client, and the meeting goes good. There is definite interest in your product or service, but not enough to buy right on the spot. You leave feeling positive that you have a chance to win the business in the near future. You don’t want to come across as pushy, and you follow-up in two weeks to set another meeting, but unfortunately it is too late. The prospective client has bought from someone else, because the sales follow up is often forgotten.
This isn’t uncommon today, and it’s not personal. What we all have to realize and believe is that our society is completely overwhelmed with tasks, meetings, and messages. Our electronic devices that were designed to help us consolidate tasks and free up more time have simply allowed us to do way much more than we used to, making us more busy and distracted than ever. They have also allowed competition, direct and indirect, from across the globe into everyone’s back yard.
If you really want the business, and you really want to keep it, you’re going to have to find creative ways to stay in front of your prospects and clients. If you don’t, you’ll be forgotten all too easy. Make sure you are in front of your clients often, by scheduling regular meetings and they know your commitment to them. Follow up with prospective clients several times a week with information that has great value to them. Send them client testimonials.
There are all sorts of ways you can keep your name in front of current and potential clients. Find what suits your personality and go for it, and best of all, this little discipline will put you ahead of nearly every competitor you have!