I've been in this business for a long time and I can say with absolute certainty that if a prospect is truly serious, they will respond promptly when you email them for an update. If the delay in response extends to more than 2 days or weeks, it's necessary to send another brief email and be professionally straightforward, clearly and empathetically explaining the reasons for our persistence and our intention to help them. On the other hand, we must also ask if there is serious interest and intention to continue the conversation and set a time. It's truly necessary to "agitate" the situation strategically to get the answers we need. This is out of respect for ourselves and all the effort we've invested. Otherwise, we're just robots.
Excellent guidance, as always. Something that helps me with followups and not taking silence as a snub is keeping in mind that our proposal may represent a significant step for the prospect. It could be a step they know they need to take, but still feel risky. And they may have three other proposals with uniquely different approaches than ours. Advice I was given early in my career: follow up with value. Don't just "check in" but remind the prospect why they need to take this step, or what value they may realize in taking it. I'm following up on a big proposal today with a 60-sec video of how we execute one of our programs, conveying expertise and what it will feel like working with us.
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I've been in this business for a long time and I can say with absolute certainty that if a prospect is truly serious, they will respond promptly when you email them for an update. If the delay in response extends to more than 2 days or weeks, it's necessary to send another brief email and be professionally straightforward, clearly and empathetically explaining the reasons for our persistence and our intention to help them. On the other hand, we must also ask if there is serious interest and intention to continue the conversation and set a time.
It's truly necessary to "agitate" the situation strategically to get the answers we need. This is out of respect for ourselves and all the effort we've invested. Otherwise, we're just robots.
Replay!!! I love the approach here. It’s straight-up, authentic, and simple! It also removes playing games.
Excellent guidance, as always. Something that helps me with followups and not taking silence as a snub is keeping in mind that our proposal may represent a significant step for the prospect. It could be a step they know they need to take, but still feel risky. And they may have three other proposals with uniquely different approaches than ours. Advice I was given early in my career: follow up with value. Don't just "check in" but remind the prospect why they need to take this step, or what value they may realize in taking it. I'm following up on a big proposal today with a 60-sec video of how we execute one of our programs, conveying expertise and what it will feel like working with us.
I like that Jamie! Make the case, reassure.