Follow with Finesse, and Prospects will Purchase

Every time you contact prospects, they’re tuned into radio station WII-FM.

As in, “What’s in it for Me?”

Follow-up emails to those prospects must immediately spell out the benefits they’ll get from hiring you.

You’re wasting their time — and yours — when you open your email by saying what a “pleasure” it was to meet them.

Even worse is when you open by thanking them “for taking time out of your busy schedule” to meet with you. That’s sounds  apologetic and subservient.

You’re much better off reminding them in the opening sentence that your firm can handle all of their remodeling needs.

Or that you can install within a week the motorized window treatments they’re considering.

Or that you can save them time and money by providing them with a floor plan for all of their corporate offices.

Spell out the benefits, and describe a new action you’ve taken since your meeting — such as pricing the carpeting they inquired about.

That will motivate those prospects to want to meet with you again.

Fred Berns is a sales and marketing trainer for interior design professionals and design industry partners worldwide.