Sandra J. Paluzzi
The Bead Peddler®

I cannot stress enough the importance of following up with messages in a timely matter.  Over 50% of sales are lost due to lack of follow up.  I can think of two cases in the last few months when delaying returning that phone call cost people my business.

Once, I wanted a graphic artist to perform some work for me.  I sent out 3 inquiries.  At that time, my favorite option was a local woman who belonged to one of my networking groups.  She returned the call 5 days later.  By that time, I had already awarded the contract elsewhere.  She sounded miffed on the phone.  She just didn't get it.  If it takes someone 5 days to return a message requesting them to quote a job, how long would it take her to actually do the job?

As a general rule, emails and phone calls should be returned within 24 business hours.  All messages should be answered.  It's okay to tell someone you don't have what they want.  It's also fine to tell someone it will be 2 weeks or so before you can start the job.  They may be willing to wait for you.  Even if they can't wait this time, they'll keep you in mind for future work.  But if you don't return the call, they'll probably write you off.  I know that's what I do. 

There are, of course, exceptions to every rule.  If you have to do further research, you can tell the person you'll look into the matter and get back to them in a few days.  Then do so.  This is one case where even bad news is better than no news.  Part of presenting a professional trustworthy image is in doing what you say. 

Obviously, in order to answer messages promptly,  you have to read your email and check your voice messages daily.  You can schedule a daily time to do your follow up.  Then it becomes an ingrained habit and is second nature.  It will be done.

I know that you have to plow through a lot of spam to get to the relevant messages.  I also know that most of the returned messages will go nowhere.  But sales is a numbers game.  It will all be worth it when you land that sale.

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