If a writer pitches to an agent or publisher,
she will likely be asked
to submit her manuscript.
Why?
Because agents and publishers know
most writers won’t follow up.
They won’t submit their manuscripts.
Following up matters,
especially in sales.
“During your initial conversation
with a prospect,
try to find an area or
reason for follow-up.
Maybe you need to supply
more information,
find an answer to a question,
or research a competitor.
Maybe there has been a recent trigger event
that provides for a follow-up call.
Maybe your research uncovers new information
that your prospect should know about.
Spend at least one hour a day
following up with those prospects in your database
that are good prospects
that you haven’t been able to move along.
Every prospect should be contacted
at least quarterly if possible.”
Find a reason to follow up.
(hint: if you can’t think of a reason,
that’s a sign that you don’t know
your prospect)