Marc Haine and Ursula Mentjes discuss how to follow up with prospects without being pushy. They emphasize treating busy people as humans whose priorities change, and explain why multiple touchpoints across different channels actually close more deals.
Selling is about service, as you said. In fact, the Latin root of the word to sell means to serve. And when you serve at the highest level, that means you're following up probably more than 5 times to close the sale. And moving from, am I being a pushy salesperson, to I am a professionally persistent problem solver. And when we get to that point where we can put our fear aside, our discomfort aside, Our prospective clients will appreciate that because we get to serve them.
Yeah, what we fail to realize is that every person who is a prospect is also a human being. And like us, their email box is getting filled in. The emails just keep flowing. Their task lists are growing. And somewhere along the way, the priority of dealing with us has fallen down the list. So, this idea of follow-up becomes even more critical because out of sight is out of mind.
Yeah, great point.
