I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc.
Why would you want to miss all the sales this prospect will place in the meantime?
The smart thing to do is ask a prospect what their buying schedule is. Try:
“How often do you find yourself needing these?”
OR
“I’m happy to call you back at the end of this week—do you think you’ll have some clarity over your needs by then?”
OR
“I don’t want to bug you, but I do want to be there for you, so would it be best to call you in a week or would two be better?”
OR
“When would be the best time for me to follow up with you?” (And then call them two weeks before whatever date they give you!)
The bottom line is that most sales reps simply don’t have any idea of when they should follow up—because they never ask!
The next time you have someone on the phone, don’t assume a month or two or three is the best time to follow up. Ask them!
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