How to Choose a Marketing Company:
Key #6: The Marketing Formula: Follow-up

This step is vital to your success because most of your prospects are not yet ready to buy. You must nurture them with e-mails, direct mail and/or faxes that continue to educate them concerning your type of product and why yours is the logical choice. Contacts should be frequent, at least twice a month. We recommend once a week in many cases. If your follow-up remains educational in nature and is articulated well, your information will be well received.

Phone call follow-ups to business prospects should be done with discretion. An occasional call to make sure business contacts are getting the information they need, to answer their questions and to remind them of a low-risk way to try your product is usually fine. Phone follow-up requires superb communication skills. Calls should be carefully scripted.

Follow-up calls to homeowners is usually not a good idea. Make sure you are not violating the Do Not Call Registry if you choose to do so.

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