1. Always follow up your introductory meetings and continue to follow up. Remember the ‘Rule of Seven’-that, on average, most sales are made somewhere between the 7th to 12th contact with a prospect (a ‘contact’ can be a phone call, an e-mail, a letter or any type of contact). The introductory meeting is only the beginning of your relationship.
2. Here are some key words to use when trying to get information:
‘I am hoping that you can help me…’
‘I am hoping that you can give me some advice…’
3. Here are some key questions to ask prospects:
‘When should I call you back?’
‘How should I follow up?’
‘What is the next step?’
‘Who else is involved in this decision?’
4. Speak your prospect’s language. If a prospect says that you can ‘drop by,’ arrange to ‘drop by’ at a time that is convenient for both of you. If your prospect says that you can ‘drop by’ and you talk about a meeting or an appointment, you are speaking two different languages, and you will scare your prospect and therefore not get in the door.