Izzy Green

Effective Follow-up

Many times we have people showing interest in our products or services, and after a while of back and forth, putting in some work, presenting our proposal or offer, the prospect is nowhere to be found.

Recently I was on the other side of the table. I was getting quotes from a few different providers on a certain service for my company. I got a few different quotes, and one of them seemed like the best option. That company followed with me a few times, but I wasn’t ready to move on it…

After not hearing from me for a while, he sent me the following email which made me pick up the phone instantly; I left him a voice mail and relied to his email.

This is what he wrote:

Dear Izzy,

I hope all is well.

I haven’t heard from you so I assume you have selected another agency to provide you with the service.  If I can be helpful to you now or in the future, please let me know.  We always look to grow and so I would appreciate it very much if you would send me a brief email that explains your decision process.

Thank you very much and best wishes for great success!

Best Regards,

I was amazed by the effectiveness of the email, so I posted it on our company’s internal blog (The Evergreen Inside).

12 hours later, one of our salesmen posted the following comment on my post:

I would never believe how effective this really is!!!

I just used this technique for a customer that I gave her a proposal over a week ago and followed up with her each and every day, but she never picked up the phone nor replied to any emails.

10 minutes ago I emailed her:

“Dear…..

I hope all is well.

I haven’t heard back from you, so I assume you selected a different insurance agency. If I can be helpful to you now or in the future, please let me know.

We always look to grow and so I would appreciate it very much if you would send me a brief email that explains your decision process.

Thank you very much and best wishes for great success!”

10 minutes later she called me on my cell, and said she was hoping it should cost a bit cheaper… so we decided to tweak the deductible a bit in order to lower the premium…

That comment followed 28 minutes later by another comment from the same salesman:

And guess what……… got the bind order!!

The idea behind it is very simple. There could be a hundred reasons why the prospect is ignoring you. Some of them are:

  1. They are still looking for other quote.
  2. The time is not right.
  3. They don’t have the funds available.
  4. They found something better or cheaper than what you are offering, and they don’t want you to push them into taking your product or service.

By sending this very positive follow-up email you accomplish a few things. The person gets the feeling that on your end you’re closing the file. This is something they don’t want to happen, because they are still interested. It also tells them, that if they found something better or cheaper, they don’t have to be worried that you will try to push them to take your product or service, because you’re already closing your file, and just want to know for your records what they ended up doing.

Try it, it works.

Good luck!

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