In today's show I answer the following questions and a comment that comes up frequently from The Prospecting Expert community.
- What do you recommend when you have to send information after cold calling?
- Do I email the information right after the call or wait like a day and send it then so my name pops up another time?
- After every email I send, I wait two days and then I give another call if they received the information correctly.
Many times a prospect will request information simply to get rid of you. It is one of the easiest ways to get rid of a sales person. Let me share with you my “Golden Rule”. The person who has the gold, makes the rules.
When a prospect asks me to send information, I don't fight, argue or do battle with them. I simply send it at their request. I hear sales people all the time say, “We have so much information about our company and services what specifically were you looking for?”
If you ask that question it immediately puts the prospect on the defensive. In most cases I have a one page pdf that I email or I send them to a particular page on my website.
There is one more thing that I do before I hang up, I set up a follow-up phone call with a specific date and time. That tells me how serious the prospect is. If they won't set up a time for a follow-up call, I know they are not very serious and they are simply trying to get rid of me.
Based on the prospects willingness to set up a follow-up call, I will send the information at the end of the business day. If the prospect is not willing to set up a date and time for a follow-up call, I send it out 24 hours later.
What I have observed over the years is sending out information is never the problem. The problem is most sales people don't have a process to qualify and have a clearly defined follow-up strategy.
What is your follow-up strategy? Would love to hear your thoughts below.