How Long Do You Chase A Prospect For?
Niraj Kapur
Overcome sales objections, ghosting, prospecting challenges and generate more sales. Personalised 1:1 Sales & LinkedIn coaching. Group Training also available. 30 years international selling experience.
There’s a list of reasons why people don’t get back to you. They include.
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? Your initial outreach wasn’t strong enough.
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? You’re not following up properly and waiting for the client to get back to you.
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? You’re not speaking to a decisionmaker, but somebody you “get on with.”
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So how much effort should you make?
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For solopreneurs, 3-4 attempts.
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Small businesses 5-6 attempts.
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Corporates 11-12 attempts.
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I’ve seen coaches saying you should never chase more than 3 times.
Just to clarify, every coach thinks they know best ??
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Although most of my clients are small businesses, I’ve worked with several corporates like Exertis, Terex and Carousel Logistics in the last year. They took between 3-14 attempts before I won the deal.
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I start work with a new client in London next week. Here's how much effort it took.
1. I was recommended to be them back in April.
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2. I followed up on email and heard nothing.
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?3. A week later, sent valuable content by email, heard nothing.
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?4. A week later, send a video asking if their priorities had changed. They set up a meeting.
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5. Two weeks later, we had the meeting and I sent a proposal.
6. Then they went quiet.
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7. A week later, sent valuable content by email, heard nothing.
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8. A week later, commented on the MD’s LinkedIn post. She said thanks, nothing else.?
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9. A week later, sent the recommendation below showing the amazing experience people have working with me.
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10. It worked. The MD apologised, She was busy and the meeting was set for August.
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11. Won the client and invoiced them in August.
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12. Send them a thank you card in the post and a signed copy of my book, The Easy Guide To Sales for Business Owners, to show my appreciation.
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13. Last week they paid me.?
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If you want personalised 1:1 coaching or group training on overcoming imposter syndrome, sales objections, ghosting or getting better results on LinkedIn, go to https://nirajkapur.com/contact/?or DM me
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Sales strategy, email copy, repeatable processes & training for B2B orgs that outbound | Keynote Speaker | Top 4 Finalist - 2024 GTM Advisor of the Year | 2024 Sales Innovator ? #EarnTheRight, the book coming in 2025 ?
3 周I find that mixing up touchpoints (like adding relevant insights and personal notes) can keep the momentum going without feeling pushy. What’s been your go-to method to stay both relevant and respectful in follow-ups?"
Marketing & PR Services targeting high-net-worth clients | Copywriting for yachting & luxury brands that challenges the status quo | Founder at Antibes Yachting
3 周Super useful post, thank you. Reaching the decision-maker is so important.
??Helping Chinese Sales Directors and Their Teams Get International Customers by Improving Sales and Marketing Skills.
3 周Great real-life example here Niraj Kapur congrats on your new client!
Dow Jones & Wall Street Journal Editor & Writer | Media Trainer | Rutgers University Public Speaking Adjunct Professor | Author & Speaker
3 周Great post, Niraj Kapur!
CEO of Wide Moat Research. Senior Analyst at iREIT, Author of REITs For Dummies, and Adjunct Instructor at NYU Schack Institute | Join my newsletter to get investing strategies delivered to your inbox??
3 周I appreciate you sharing this with us, Niraj!