Marketing Flashes on "The Dreaded Follow-Up Call"

Here are five big mistakes you can make when following up with prospects.
* Ask if they read the article you sent. What if they didn't? You put them in an awkward position. Just assume they read it and continue with the approach outlined above.
* Fail to have a good opening and transition line. This can be the hardest part, and you don't want to fumble it. So think it through, write it down, practice it out loud and even do a role play with a friend until you feel comfortable.
* Forget to do any research on your prospect. This can make all the difference. You'll impress them and make them feel you care because you've taken some time and effort to learn about them. This really doesn't need to take a lot of time.
* Get sidetracked by talking more about your business than finding out about theirs. It's very easy to blab on and on about what you do, but that will get very boring to them. Every time you give away some information, ask for some in return.
* Not asking for the appointment. Remember, that was the main objective of the call. If after talking for awhile, you sincerely feel you can help them, let them know and suggest that you get together. It's not as hard as it looks!