Follow up calls / Emails

[MackieDesign]

Follow up calls / Emails

I've recently been pitching for a couple of new contracts and just wanted to get some opinions on following up later either via calling or email.

I know that businesses are busy and probably get hundreds of response and don't have time to reply to every supplier. Currently I follow up about half of my bids via a polite email.

In terms of getting a positive result

• Is calling better than email

• How long should you wait

• How many times should you try to contact them

• Is there a rule of thumb


Thanks in advance for you advice and opinions.

Scott

 

[arcon5]

When I've had somebody on the phone tendering of business (if I don't hang up this is) I like an immediate email confirming what was discussed over the phone. This way it creates a paper trail and I can flag it for use later.

 

[telemax]

Always make a date and time to call back each time you speak to them. If I don't get through at the required time I will leave a voicemail or a message at reception and send an email. I will keep going like this until they say 'not interested'. There is no rule of thumb, sometimes it takes 2 weeks, sometimes 2 months, sometimes 2 years!!

 

[MooToTheMax]

I will keep going like this until they say 'not interested'. There is no rule of thumb, sometimes it takes 2 weeks, sometimes 2 months, sometimes 2 years!!

As much as I was slightly affronted by what I considered such a pushy approach at the time, this has worked when I've been the client in the past.

20k server order, all because their salesman called back - exactly, at the right time, to the day - when I said I'd have the budget (and to be fair - the company was exactly what I was looking for).

 

[telemax]

As much as I was slightly affronted by what I considered such a pushy approach at the time, this has worked when I've been the client in the past.

20k server order, all because their salesman called back - exactly, at the right time, to the day - when I said I'd have the budget (and to be fair - the company was exactly what I was looking for).

If a salesperson can't call back at exactly the right time, then their product or service can't be much good. You need to be like a Swiss watch on callbacks, it generates trust. It's polite persistence!

 

[MackieDesign]

Thanks for all your advice so far! Some great tips there.
Scott

 

[MooToTheMax]

You need to be like a Swiss watch on callbacks, it generates trust. It's polite persistence!

Yep, totally agree - it's getting the basics right, but something that it seems too many people ignore.

Also, if I add "Yep, I'm interested, send me an email in the meantime," DO then send me an email. There might be timewasters out there that sue that to try and get you off the phone, but how long does it take to send me an email? Companies have lost business from me thanks to their sales staff not doing so.

 

[SimonJBell]

You could ask your contacts if they'd prefer an email or phone call. I personally think a balanced mixture of both works well.

If I've just spoken to someone on the phone then a follow up email to confirm what was said looks good. It also helps to remind me who I spoke to when I look back in a few days.

Also, as has already been said, confirming a date and time to call back - and actually sticking to that agreed data/time makes a big difference. It's all about being reliable and building trust.

 

[thelegalstop]

A few years ago, someone told me the 7 rule
You have to contact 7 clients, 7 times in 7 different ways for 7 weeks. Then at least one will convert

 

[altwebdesign]

A few years ago, someone told me the 7 rule
You have to contact 7 clients, 7 times in 7 different ways for 7 weeks. Then at least one will convert

Never heard of this rule, will certainly add that to my ever growing list!