Prospect Follow-Up: The Need for Speed

by Elaine Fogel

People are often in a rush to get their needs fulfilled. Decision-makers want things done yesterday. In other words: Responding to prospects in a timely manner is critical for customer acquisition and retention. Whether companies manage B2C or B2B relationships, the first businesses to reply to customer inquiries have a better chance at scoring than those who ignore them or respond too late. Has your company established prospect follow-up protocols and standards? Begin by answering these questions. ... cont'd

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