Follow Up is Important

Many companies, especially in the business-to-business market, neglect important follow up procedures. Someone requests information, brochures or samples, you send them out and never hear from them again. Why? Maybe it's because you didn't call the prospect back and complete the sale. How do you even know if they received what you sent? It may have been intercepted by someone else in the company. Or even worse, it might have been tossed out as junk mail or unsolicited advertising.

You spend time and money putting the package together, plus postage or UPS, so why not find out whether it's doing the intended job? The potential customer requested this information for a reason which might be an immediate purchase. It's not only expensive but foolish not to follow up on all requests for samples and information.
More on this in chapter 12 of my new book "90 Days to Success as a Small Business Owner" available everywhere.