The Fortune is in the Follow-Up

***After you read this post, be sure to visit me at my new home here.***

Here's a common situation:

You've connected with a potential client, explained your services, and they seem excited to move forward. They even requested a proposal, and promise to review it and get back to you post-haste.

Then, nothing.

Weeks, even months, go by without a word ... no reply to emails, no returned phone calls, total radio silence.

What should you do? I say, stay in the game. The fortune is found in your follow up. Follow up and continue to follow up until one of four outcomes has occurred:

1. They die.
2. They go out of business.
3. They send you a cease-and-desist letter.
4. They hire you.

Look, your prospective client is being ... well, rude. Rather than say, "This isn't a good time." Or, "You're too expensive." Or, "I'm still working to get approval," most prospects say nothing. They are probably thinking, "I need to answer," but instead don't until they have a yes or some kind of definitive answer. It's a bummer, but it's reality.

You may follow up for months, even years. If you know for sure you can help your prospect, you owe it to them and to yourself to continue to develop the relationship until they engage you. Here is an excellent article with stats that will encourage you {thanks Doug Rawady!}.

Best wishes for your continued success!
~Honorée