How to Follow Up with a Prospect (for Distributors) January 28 2015

printing manufacturing for resellersYou’ve just made a terrific sales call. You are leaving the office having met with a prospect for the first time. The presentation went well and, despite the fact that there was no immediate need for your products and services, you feel confident that it is only a matter of time before this prospect becomes a customer.

But, now what?

What is your next step with this prospect? How often should you call and what should you say?

One thought is to call regarding jobs that you have produced for other clients that you think this prospect might find of interest.

You might also want to check in to let them know about any new capabilities that you’ve added.

Another thought is to send an e-mail with a link to an article regarding that prospect’s industry. Suppose you come across something in The Wall Street Journal that you might think he or she should see. This is an excellent way of staying top of mind while letting the prospect know that you are interested in them.

We recommend you stay in front of your customers and prospects at least every six weeks. There is no science to this, but it is usually effective. 

Remember to stay pleasantly persistent. Customers tend to forget about you the moment you walk out the door. It is your job to stay relevant.

For more advice, feel free to reach out to our sales team. We support our distributors from the quality products we manufacturer to the tools to produce results.