By Jeffrey Gitomer
Hot Prospect.
You just made a good phone contact or had a brief meeting, and the prospect is interested in becoming a customer. It’s time for your first follow-up. What do you do? Well, you probably send a package with so much information inside it turns the US postal service from the brink of bankruptcy into a profit making organization.
Most follow-up packages include a video, a brochure, an article from some magazine, product flyers, testimonial letters, an order form, several other items you think the prospect “can’t do without,” and a cover letter. Whew!
You have just employed Gitomer’s “reverse law of puking” you’re puking on the prospect before they have a chance to puke on you.
How much follow up is too much?
I say just give them one potato chip worth.