How often should you contact prospects?

How often should you plan to contact prospects? After all, no one wants to feel like a pest or a nag. And you definitely don’t want to be seen as desperate. I get asked this question all the time and here’s my answer: much more often than you think.

You may think that calling or emailing every two weeks is reasonable. But, if you think about how crazy-busy people are, you’ll realize that they don’t remember what they deleted that morning, let alone two weeks ago. And, if you left a message that was less than stellar, your prospect probably deleted it so fast that your message never even entered their short-term memory.

So I suggest that you think about contacting your prospects every three to four days unless you have a very important trigger event occur. In such a situation, you may need to contact them frequently in the week following the event — especially if you have specific ideas that would be of use to them.