Dripping on prospective clients can be a very effective way to grow your business but only if you do it tastefully! Over the past several years my team and I have learned how to drip on prospective clients without it becoming painful. So how does it work?
- Make first contact via email, LinkedIn and/or phone call.
- If no response, follow up after one week.
- If still no response, follow up after another week.
- If still no response, put them on my list of prospective clients to follow up with after one month.
- If still no response, put them on a quarterly list and follow up with them each quarter until they either become a client or ask to be removed from the list.
I have gotten business from people that I’ve dripped on for six months, some after a year and even some after two years or more. If they don’t want to hear from me, they’ll let me know and I’ll remove them from my list.
Now, I do train my appointment setters to do this a bit differently because of the nature of that business. But no matter how you drip the last thing you want to do is completely harass prospective clients. We do not contact them daily or multiple times per day. Remember, we don’t want to turn our dripping into Chinese water torture!
I’ve explained how I drip but what am I putting in my dripping message that helps make it effective? It’s really quite simple. I let my prospective clients know that I offer a valuable service that will help them grow their business. If they don’t respond to me then I let them know that their potential business is valuable to me and that I will follow up with them from time to time to see if they are in need of my services.
If you drip on prospective clients correctly you should receive a high percentage of positive feedback and a good amount of business. Don’t drip on them too much yet make sure you are dripping on them enough. There is a happy medium so get organized, create a plan and start dripping!