When you follow-up with a prospect or customer after sending information, what do you say? What specifically do you want to accomplish? So often we start out the call with, “Do you have any questions on that?” Is that really the purpose of your call? I hope not.
Please don't misunderstand what I am saying. I am not saying that you shouldn't find out if your prospect or customer has any questions about what you sent. However, don't lead with that question thereby making it the purpose of your call. Isn't the purpose of your call to find out as much as you can about the pain your prospect or customer is experiencing and then help them solve it? Maybe the purpose of your call is to set an appointment or ask for the sale. If that is your purpose then ask for it.
As my favorite book says, “Ask and you shall receive.”