To call or not to call. That is a very typical question. How frequently should you call your leads? How frequently should you call your current customers? How frequently should you call your past customers? What is too many? What is too few? What is the Goldilocks of telephoning--what is just right?
The quick answer is: there is no fixed answer. It depends on what you need and the personality of your customers. If you're pushing to convert a lead to a signed customer, then you should be more aggressive in contacting the customer--but pay careful attention to the clues you pick up and don't overplay your hand. Some customers need a delicate touch while others need to be pushed hard, sometimes multiple calls a day, to get that signature.
In the end, know your timeline and know your desired outcome. Make sure your telephone strategy fits the needs and personality of the customer's decision-maker.
Everything else is just chaff.
-Shawn
The quick answer is: there is no fixed answer. It depends on what you need and the personality of your customers. If you're pushing to convert a lead to a signed customer, then you should be more aggressive in contacting the customer--but pay careful attention to the clues you pick up and don't overplay your hand. Some customers need a delicate touch while others need to be pushed hard, sometimes multiple calls a day, to get that signature.
In the end, know your timeline and know your desired outcome. Make sure your telephone strategy fits the needs and personality of the customer's decision-maker.
Everything else is just chaff.
-Shawn
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