I’ve always believed that if somebody shows an interest in your product or service you should act immediately, not leave the follow up for days or even weeks.

About 10 days ago I decided I’d have a look at a new car to replace my ageing doggy and bike wagon.

So I went to the website of a manufacturer of a car I liked where I was invited to fill out a form telling them I was interested and eliciting a few pertinent facts about me and my needs. One of the major questions was when was I ready to buy to which I answered “Right now!” which should have indicated I was a pretty hot prospect.

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And guess what? I heard from them today! Yes, that’s right… 10 days later. Heavens knows, I could have gone out and bought a new car by now. If it were me I would have struck whilst the iron was hot – which means straightaway. But maybe this manufacturer has so many people lusting after their cars that they don’t need to hurry. Maybe they can afford to let a hot prospect get away.

And when they phoned me they didn’t exactly promise immediate action. What they undertook to do was to let their nearest dealer know, who will, they assured me, get back to me “in a few days”.

If you have enquiries about your product or service, get onto it immediately. Don’t try to hard sell but create the relationship and talk to them to find out exactly what they are looking for so you can establish if your product or service will answer their needs. Make sure you leave them with a definite commitment to early follow up action… don’t let them go cold or go elsewhere.

Then do what most people forget to do… stay with them until they buy or die!