Prospect followup – why even bother?

Based on my experience there are several reasons for wanting to stay in touch with prospects, at least some of which are:

• Shows you care.
• Demonstrates you value them as a prospective customer.
• Allows you to continue building relationship, which leads to increased trust, confidence, and perhaps even obligation.
• Allows you to continue gathering information pertaining to who they are as a person, what their practical and emotional wants and needs are, and what motivates them.
• Keeps you in the loop … allows you to stay informed of changes regarding their situation, wants, needs or budget. You need to be aware of this if you’re going to stay in the game.
• Enables you to continue providing relevant ‘credibility building’ information, additional perspectives, or testimonials pertaining to your product or service.
• Provides an opportunity to introduce other options that may be appropriate.
• Occasionally  leads to ‘on the spot’ referrals during the course of the conversation.
• Sets you apart from the majority of your competitors.