It’s not necessary that every prospect we met was ready to buy. Most of the sales cycle takes a longer time than we would like. This requires salespeople to have patience, be persistent, however most importantly to stay in the mind of potential buyers. If you are wondering how to stay in touch with your prospect without harassing them, here is what I recommend.
Ways to keep in touch without harassing your prospect:
Clients are like plants, you have to keep watering if you want them to grow. This means you need to have a good relationship based on strong communications. Getting a bit personal with your client is no harm, you can throw in a little ‘intelligence’ about each client, i.e. listing what they like and something about their personal life.
Send them regular newsletters, informing about your work, press releases, a blog post which they may find interesting, latest updates on the industry there are into. It’s also a great way to keep communication.
Make use of Social Media such as LinkedIn, Twitter to stay connected with your prospect. Once you have made the initial connection with your prospect, search them whether they are active on these Social Media channels. Invite or follow them to connect with you and you will a fair idea on what kind of articles, blogs & content they consume which is also useful to build strong communications.
Nothing beats having voice communication with your prospect, make it a practice to call your prospect on their special occasions like to wish them or on Christmas & New Years Holidays.
Believe your instincts or gut feeling, for example, If you haven’t spoken to a client for some time and you get that gut feeling they might be thinking about you, pick up the phone and call them.
Allen Mutum 