The Difference Between Follow up and Chasing

What's the difference between follow up and chasing a prospect?

Everyone knows how important follow up is in business.  Whether you are in traditional sales or network marketing, follow up is a critical part of the sales process.

But, how do you know when you are follow up versus becoming a desperate and irritating person who is no “chasing down” their prospect?

No one wants to be perceived as being a “chaser.”  It's just not a pretty picture.

Here's the thing.  You have to follow up with people.  The expect that you will.  It's part of the program.  Most sales are not made on a first point of contact.  And…yes, we've all probably also heard  the phrase that “on average, it takes 6 or 7 contacts to make a sale”.

Have you heard that one before too?  I know I have.  And…I do believe there is some merit to that.  But, that doesn't mean that you have to wait until the 6th or 7th contact with a person to get their commitment.

It simply means that more sales are made after multiple contacts are made than for those who simply make one contact and give up.

You knowing the difference between following up and chasing is very important.

Here's the way I look at it…and it's pretty black and white.

The Difference Between Follow up and Chasing

If I schedule a follow up call or meeting with you and you don't show up, I'll be the consummate professional and leave you a message, or call you back indicating that I was at the place we agreed to meet, and attempt to reschedule.

If you then don't return my call after you first promised to meet with me, broke your promise, then didn't even bother to call me back, I am pretty much done with you at that point.  I'll consider you a “dead lead”, someone that really wasn't interested in the first place.  I won't continue to follow up with you because you have shown me through your actions that you are not interested.

If I were to continue call you back, make attempts to reschedule with you and continue to pursue you, I would consider that to be chasing.  Why?  Simple.  I'm pursuing you with absolutely no response.  That's chasing…not follow up.

On the other hand, if I were to schedule a follow up call with you and you showed up, that's a good sign.  We'll talk, see where you're at, and take you further through the process of helping you make the best decision for you.

And…again, if I were to schedule a follow up call with you and you pulled a no show, I would of course again be the consummate professional and leave you a message with an attempt to reschedule our meeting.  If you were to call me back and return my call, we'd reschedule and do our meeting at another time.  That is a FOLLOW UP that I would continue to pursue because you have shown me through your actions that you are still interested.

It's very simple.

Follow up with those that show continued interest.
Don't follow up (chase) people who can't bother to respond to you or return your calls. Move on.