I recently picked up an issue of FeedFront Magazine that has been sitting on my desk for a while and read a very well written article on SEO, by a girl and company I had never heard of. I was so impressed with the content and the way the article was written, so I sent her a LinkedIn message complimenting her article and asking to connect. In my invitation, I asked her to let me know when she had time to discuss doing some new business together. I also went to her website but could not find her or any other contact email address there. Being the self-proclaimed, “social marketing junky”, she claimed to be in her article, I assumed I would have a response within minutes. Well 2 months later and no response, it would appear that she has lost a perspective new client. The title, “Losing a Million Dollar Sale”, albeit not solely from my new business, really speaks to the theory that not responding to all emails, could be a loss of a million dollars worth of new business and opportunities.
After 10 years of being in the email and Internet marketing industry I have found that poor follow up is a plague that this industry cannot overcome. This isn’t an isolated incident, but I have found that a large percentage of people in this industry, either do not respond to emails, fail to follow up on leads or even to close a deal.
I make it a point to respond to all requests, either via email, social network, or by telephone as quickly as possible and never let a lead die until it’s dead and the corpse is starting to smell up my office. The Internet Marketing Industry as a whole is about communicating with new perspective clients, so why don’t the people who run it communicate well?