Real-World Education for Modern Marketers

Join Over 604,000 Marketing Professionals

Start here!
N E X T
Text:  A A
PRO

Prospect Follow-Up: The Need for Speed

by   |    |  626 views

Does it take long for your dog to chow down a treat when you offer it? Dogs know what the immediate benefits are, so they grab what they can get. Well, it's the same in business. When a prospect contacts your company or organization, dangling a carrot with business or money, how fast do you or your staff respond?

My husband is in the promotional-products business, a highly competitive end of marketing. When prospects ask him for a quote, whether it's for 500 units or 150,000, he gets it to them within 24 hours, more often within a couple of hours or less if he's in the office. His prospects and customers are always amazed at his quick response. Their experiences haven't been as positive with other suppliers. and they're usually thrilled at this level of customer service.

I, too, have had similar experiences. I recently sent an email to a colleague asking whether his company was interested in taking on a prospect who called me first. The project was related to work I had done previously but not frequently, and I felt it would be in the client's best interest to use a company that specialized in her project area.

I didn't receive a reply to my email, so when I saw this colleague at a meeting the next day I asked whether he had seen my email. No, he said, but if I send him the details again, he'd be in touch. Well, that day came and went, as did the following two business days.

Perhaps, some companies are just so busy handling the work they already have on their plates that they don't care about the prospects that get away. They're overwhelmed. But, what happens when business slows or the market changes? What then? Those original prospects have likely found other suppliers who have provided better response and service. (Talk about shooting yourself in the foot.)


It may seem obvious, but responding to prospects in a timely manner is paramount to customer acquisition and retention. Whether companies manage B2C or B2B relationships, the first businesses to reply to customer or client inquiries have a better chance at scoring than those who ignore them or respond too late.


Read the Full Article

PRO Membership is required to access this how-to marketing article. Sign up to read the full article and gain access to all of our PRO content!

Sign up for a 2-Day Free Trial  Learn more about PRO Membership

Elaine Fogel is president and CMO of Solutions Marketing & Consulting LLC, a boutique agency located in Scottsdale, Arizona. She is also a professional speaker, writer, and blogger. She has been contributing to MarketingProfs since 2004. Reach her at elaine@solutionsmc.net.

Rate this  

Overall rating

  • Not rated yet.

Add a Comment

MarketingProfs uses single
sign-on with Facebook, Twitter, Google and others to make subscribing and signing in easier for you. That's it, and nothing more! Rest assured that MarketingProfs: Your data is secure with MarketingProfs SocialSafe!