One of the questions I get asked most frequently is “How often and for how long should I follow up with a prospect?” In a recent webinar, Jim Domanski, CEO of Teleconcepts Consulting, shared his insights into this challenge. His advice, the “3/3/2 knockout” method, consists of the following:
Make three follow-up attempts to connect with a prospect, spaced three business days apart, utilizing both email and voicemail. Before you leave a message, make multiple attempts at various times of the day to connect with your prospect (i.e., 8:15 a.m., 10:20 a.m. and 1:00 p.m.).
You may think this is overkill and too much follow-up too quickly. However, it is critical to remember that your prospects receive dozens of calls and hundreds of emails every single day. The likelihood of them remembering your “touch” three days later is very slim indeed.
Furthermore, in order for this method to work, you cannot simply send a broadcast email and drone on about your company, product or solution and then follow-up with a similarly droning voicemail message. The key is to pique your prospects’ interest with a targeted message suggesting you might have a solution to a potential pain point of theirs.
Lastly, each touch must be brief. Emails should be fewer than 100 words and voicemail messages should be no longer than 20 seconds.
Try Jim’s 3/3/2 knockout method. You’re practically guaranteed to see better results.
Sign up for The Lead and get a new tip in your inbox every day! More tips:
- 7 steps to better prospecting
- 3 simple strategies for overcoming call reluctance
- How often should you contact prospects?
Kelley Robertson helps sales professionals master their sales conversations so they can win more business at higher profits. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at http://www.Fearless-Selling.ca.