#181: Following Up with Prospects — a Different Way to Think About the Process

Following up with prospects is the activity writers dread the most — topped only by prospecting.  It feels odd and unnatural. We worry that we’re bothering people or being disrespectful.   And then we start crafting crazy stories in our head.   We imagine that the prospect is mad at us or shocked at our fees. “They think we’re a fraud!” “They never want to speak with us again!”  But the vast majority of time, this isn’t what’s going on with prospects at all.  I spent years in corporate sales and following up with prospects was a big part of my job.   It wasn’t easy, and I never particularly enjoyed it.   So I understand why you don’t like it much either.  I never completely perfected the art of following up in those years. But I do have some ideas that will make the whole process a lot easier.