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When Following Up,
Be a Guest, Not a Pest
by Joe Gracia

Once you have attracted prospects to your business, persistent, and skillful follow-up are the keys to converting a percentage of those prospects into paying customers.

If you don't follow-up skillfully, and in a way that your prospects want you to, you can easily go from being an invited guest to a pest.

People don't buy from pests.

Here's what I mean by being a pest:

SALESPERSON: Hello, Jim. This is Bob Smith of Acme Marketing. I'm just calling to see if you received the free packet of information you asked us to send to you?

JIM: Yes. I received it.

SALESPERSON: Uhh. Did you get a chance to read it yet?

JIM: No, not really. It's on my desk on top of a pile of other things I still have to get to.

(At this point, the guest relationship is quickly deteriorating.)

JIM: Listen, I'm very busy right now . . .

SALESPERSON: Right. Well, there's also some information in that packet about our new marketing program. I don't suppose you've had a chance to read that yet have you?

JIM: No, I haven't. And I really don't have the time to discuss this right now. So, I'm going to have to go.

By not understanding what his prospects want, this salesperson has become a pest instead of an invited guest.

And it gets worse. Two weeks later, Jim receives another call.

SALESPERSON: Hello Jim. Bob Smith again.

("Oh, no!" Jim thinks to himself. Not this pest again!)

JIM: Yes? What can I do for you?

SALESPERSON: I was just calling to see if you've finished reading the information about our marketing package.

JIM: Yes, I looked it over and I'm not really interested.

SALESPERSON: Oh? Well, how about if I just call you back in a few months, to see if you've changed your mind?

JIM: Please don't.

This is what we mean by being a pest. And it happens a million times a day.

This is not the kind of follow-up we mean.

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Home Affiliate Program Free Idea-Kit Marketing Tutorial Articles Motivation
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