The name of the game in Prospecting is follow-up! So many salespeople are like shotguns – spraying out shrapnel everywhere without any organized campaign to capture territory and move the game forward. The best prospects are the ones who are hard to reach, but it’s often challenging to figure out the best way to follow up without being annoying or repetitive.
Here’s a three-week process that’s varied, effective and repeatable. Implement it and see your results dramatically improve: