Personal Finance FAQ

Hull Financial Planning Personal Finance FAQ Series: How Do You Chase a Potential Customer Without Nagging?

When you’re selling products or services, you’re going to run across people who aren’t convinced right away that they need to open up the wallet and fork out the cash. Can you keep the contacts warm without turning into that annoying salesperson whose calls never get answered?

Take a look at the video below and find out what I think.

How Do You Chase a Potential Customer Without Nagging?

The transcript follows.

If you’ve ever been hounded by annoying salespeople, then you know you don’t want to be that person. You don’t want your e-mails marked as spam, or your telephone number reported to the FTC.

I use a rule of three contacts when it comes to maintaining contact with a potential customer. The first contact is the warmest – I’ll try to include some follow-up information and push towards a close. If I haven’t heard back from the lead in two weeks, I’ll follow up again as more of a check-in to see if things are still brewing. If I still hear no word, then I’ll send a final follow-up two more weeks later, saying that if I don’t hear back by a certain date (usually within a week), I’ll assume that the person or company is no longer interested and I won’t continue my efforts to reach them. While we’d all prefer to have the person on the other side of the communication be professional and let us know if there’s no chance of doing business, it doesn’t always happen that way. Maintain the high road and don’t be a pest.


Jason Hull, CFP®, was the co-founder of Broadtree Partners, a firm that acquires $1-5MM EBITDA companies. He also was the co-founder of open source search consultancy OpenSource Connections, a premier Solr and ElasticSearch firm. He and his wife FIREd (financial independence retire early) at 46 and 45, respectively. He has a BS from the United States Military Academy at West Point and a MBA from the University of Virginia Darden Graduate School of Business.

You can read more about him in the About Page.

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