How Long Should I Follow Up? - Profit 911 Business Consulting

How Long Should I Follow Up?

    Leads to Sales Conversion

    I get asked this question a lot. “When someone inquires to ask about my services and does not book right away, how long should I continue to contact them? I don’t want to seem pushy and salesy or waste my time on duds.”

    The best answer to this question is, as long as it makes sense. Now I know that seems a little vague, but it depends on two factors…
    1. How much is a sale worth?
    2. How much does it cost to continue follow-up? (in time, money, effort, etc)

    The answer is going to be different for each person but the general pattern is if the sale is worth a lot, then follow up more. Likewise if the cost of follow-up is low (like in the case of email), then follow-up more.

    Here is an email, that just came into my event office yesterday to prove the point…
    “Hello Justin,
    I actually called your place about a half a year ago requesting information on your services for a wedding. My fiancĂ© and I set our wedding date for 6-10-16 at XXXXXXXXX. We’re wondering if we could hire you for your services if you are available? If yes that would be wonderful! Please email me back at your earliest convenience.
    Thank you,

    Now she doesn’t even remember but I have records she initially inquired on January 29th (over 9 months ago). We have put no manual labor into this lead since February. Instead we have a contact system in place that has been keeping in touch with her automatically and providing value for 9 months.

    This is one of my core teachings is to use technology and long-term follow-up to get sales that everyone else won’t. How many other companies do you think are still following up with her 9 months later (on a weekly basis at that)?

    Make sure you have long term follow-up as part of your marketing.

    Best wishes,
    Justin Miller
    Chief Strategist
    Profit 911 Consulting

    P.S. Long-term follow-up is key and one of the foundational marketing building blocks I will cover in detail on April 10th in Las Vegas at my “Six Figure Sales and Marketing Academy.” We have about 20 seats still left at this point and available along with more info