From the excellent Win Without Pitching blog, Blair Enns lays out a 4-touch follow-up plan for prospects:
- 1st touch – Voicemail
- 2nd touch – email; within 48 hours of 1st touch
- 3rd touch – Voicemail (1-3 days later)
- 4th touch – email (1-2 days later)
We use a similar system with our own Lead Zeppelin account. And, rather than pre-load all the tasks, we just add them after noting each follow up, since the duration may vary and we might move the prospect to the next phase earlier than expected.
What’s your follow up routine?