(1) If your prospect asks you to call back in two weeks, call back in a week and a half. If your prospect asks you to call back in two months, call back in six weeks. It is much better to be early. This way, you will not miss out on opportunities. Your prospect may ask you to call back yet again, but that’s okay. Better to have to call another time then to have your prospect say, “We made the decision last week.”
(2) If you feel uncomfortable, that perhaps you are calling too often–ask. Your prospect will tell you. Say, “I don’t want to drive you crazy. When should I check back?” Most prospects will say, “You’re not driving me crazy. I appreciate the follow-up.” Then, they will tell you when to call, and of course, call back whenever they say, simply do it a little earlier.
(3) When in doubt, or when having a hard time finding the information that you need, use words like “help” and “advice.” “Perhaps you can help me.” “Perhaps you can give me your advice.” People love to be asked for their help and advice.
(4) When you need information from your prospect–ask. Here are some samples:
“When should I call you back?”
“How should I follow up?”
“What is the next step?”
“Who else is involved in this decision?”
(5) Once you’ve asked these questions–follow through. Do what you say you are going to do. Persistence counts.