No, once is not enough.
- Not enough to master a sport.
- Not enough to perfect a recipe.
- Not enough (times) to say “I love you.
And not enough to follow-up and follow-through on prospects, networking contacts and dormant accounts.
Once is just not enough.
Many business people think that multiple attempts to make contact make them appear “needy” and desperate.
Really.
I see it a bit differently.
Following up demonstrates:
- Persistence and stick-to-it-ness.
- A sincere desire to provide your product and service to the prospect.
- Tenacity.
- Organizational skills (heck, you remembered to follow-up).
- Business acumen.
Don’t agree with me? Well then you are working the “being in the right place, right time” school of salesmanship when you assume that you have presented your product or service to someone that needs/wants it right then and is willing to make a commitment at that time.
For the rest of us, nah, we need to follow-up and follow-through and we also know that we have to do so in a very strategic and value-oriented manner. (Yep, it’s those three I’s again: introductions, invitations, information).
Add value to the relationship before there is a relationship, be interesting in your follow-up attempts (don’t simply check in and touch base) and you’ll find that you ultimately win more new business.
Once is not enough! Let me know your thoughts.
