How we get prospects has changed, but how we follow up has not. It’s easier to close someone you know, a “prospect,” than a stranger, a “lead.” You turn leads into prospects by following up. Here’s how.

  1. Sort Your Contacts. Some people need you now, some will in the future, others won’t use you at all. Focus on those who need your help in the next 30-60 days, then on those who’ll need you in the future. When that time comes, you want to be there.
  2. Respond Quickly. As soon as someone’s made contact or you’ve been given a referral, call, text or email them, ideally, within the next five minutes. Get them the info they need.
  3. Treat Every Call, Email Or Text Like A Service Call. Your goal is always to gather the information you need to provide a solution or a plan. On every contact, ask, “How can I help you?” Then listen.
  4. Keep Following Up. In most instances, you’ll need to follow up many times before a person will hire you.
  5. Make An Extra Effort. Go a step beyond what prospects expect. Send a personal note thanking them for their time and inviting them to contact you whenever they have a need you could fulfill.

Here’s to successful follow-ups, as you keep putting together your best year ever…. Enjoy a great month!

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