Your Buyer Wants You
To Follow Up (Don’t Disappoint Them).

Buyers are extremely busy.

They aren’t always ignoring your outreach because they aren’t interested.

Recently, I connected with a prospect I had been calling and emailing for three weeks who said: “Thanks for staying on top of this, I have been meaning to get back to you.”

A couple of years ago, Andrew Baker, at the time a Director of IT Operations, was on a panel that featured IT leaders talking about what they expected from sales people.

“I want you to qualify me well so we both know whether we are wasting each other’s time. If it’s something relevant to me, I will want to know about it.”

Some people may find this surprising, but proper qualification is actually an important point in the buying experience.

So be diligent, but not a pest, with your qualification and followup process.