The initial contact is extremely important. We have all heard the expression "You only get one chance to make a first impression". This is so important. You don't want to come off as arrogant but you do want to sound confident. Make sure you have 2 or 3 main points to talk about and end the conversation with a "teaser"(an exciting statistic or fact) and tell them you will tell them more next time you talk. Leave them wanting more.
That being said...
The follow ups are where you close the deal and get the person/persons started and continuously moving forward. Without following up with a lead you will never close the deal.
I like to think of it as a vehicle. You purchase a new car and it looks great! With this new car you will need to regularly change the oil, fill it with gas, check the brake fluid, etc. Without these things your car will not last. Without the fuel the vehicle will not move.
So to answer your question, I personally feel that while initial contact is extremely important, the follow up is much more important. Without regular follow ups your PSA's will go nowhere. We need to give them the fuel, the drive to get them going and keep them going.
The initial contact is extremely important. We have all heard the expression "You only get one chance to make a first impression". This is so important. You don't want to come off as arrogant but you do want to sound confident. Make sure you have 2 or 3 main points to talk about and end the conversation with a "teaser"(an exciting statistic or fact) and tell them you will tell them more next time you talk. Leave them wanting more.
