What's your best move? Vote in the poll below, then click here to get my opinion. Here are your choices:
- Email and wait. Go ahead and email the information. The prospect will contact you if he or she is interested to pursuing the matter.
- Email with nurture. Go ahead and email the information, but make sure it has links to your website so you know what interests them when they open it.
- Email and follow-up. Email the information and call them the next day about it. Keep calling until they come to the phone.
- Email, but quid pro quo. Promise to email the information only if they promise to read it with two days and schedule a call to discuss it.
- Deflect and ignore. My friend Larry Jacobs uses humor: "No, I will only pass information to you verbally so no documents fall into enemy hands."
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The best answer, IMHO, is Email but quid pro quo. Here's my reasoning.
- Email and wait. A waste of time. The email is just going to get deleted.
- Email with nurture. Also a waste of time. The links will be deleted when the email is deleted.
- Email and follow-up. Useless. The email isn't going to be opened, so you're back at square one.
- Deflect and ignore. This only works for somebody with superlative people skills, like Larry.
- The prospect will refuse the commitment. Good! You can now move on to the next lead with complete assurance that this was never a real prospect in the first place.
- The prospect agrees, but fails in the commitment. Great! You now know that the prospect is unreliable. (Useful!) And if you wish to pursue, the prospect now owes you one.
- The prospect agrees, and fulfills the commitment. Fabulous! You've pre-educated your prospect and now have the opportunity to move the sales to the next stage.
READERS: Do you agree?