72 hour Prospect

In Sales, it is important to not let a Prospect forget who you are. In any new cold calls, I have found it works best to and make some type of contact with the "Future Client" within 72 hours.  Whether that contact is a simple email what they need from your business, a phone call to set up a second meeting, or a walk in with some fun facts that can fit them based on your first visit. I prefer face to face visits over any other follow up.

With a face to face follow up, it allows you to see the prospect's reactions. You are able to see if they are excited to see you, irritated, or neutral. When walking in the second time, if you are greeted with a smile or kind welcoming words you may be onto something. But if you are immediately brushed off and see the prospect not acknowledging your presence, it could mean they don't even want to give you a minute of their time(Never take this as a "No", could just mean new tactics to earn their trust). Neutral responses may mean the prospect just didn't get an idea of what you can/cannot do for their business. This is a great chance to show that a business plan or talk them into allow you to introduce yourself to build a relationship.

Now this doesn't mean go see EVERYONE a second time. Make wise decisions on what Cold Calls you plan on seeing again. Reading your prospect is important, which takes time to understand whether that is a potential customer or if it is a wash of a prospect who doesn't fit your criteria for a client.

I have learned that the first visit with a prospect, as long as there is informative conversation about their business and problems shared with me they may have, I am able to get a grasp if this will be on my "72 hour Prospect" list. Why waste time going again if the first visit/call had no information provided. Now of course if it's easy to follow up and not out of the way to come again, it never hurts. The main goal in any prospect is to find out their problems with their current provider, find out where your competitor struggles for their business and then focus on that as a selling point that you can do what they can't.

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