How Often Should You Contact Prospects?

How often should you contact potential prospects? After all, no one wants to feel like a pest or a nag, and you don't want to be seen as desperate. I get asked that question all the time and here's my answer: much more often than you think.

You may think that calling or emailing every two weeks is reasonable. But, if you think about how crazy busy people react, you'll realize that they don't remember what they deleted even earlier in day. And, if you left a bad message, they've deleted you so fast you didn't even enter into their short-term memory.

So I suggest you think about contacting your prospects every 3 or 4 days -- unless you have a very important trigger event that happens. In that situation, you might need to contact them quite frequently within a week because you have some ideas regarding a specific situation that just happened.
So don't worry about being a pest. If you wrote a bad email message they'll delete you and won't remember you.

And finally, just keep things going. Prospects can't remember that you wrote them two days ago, or you called them three days ago. Contact often and plan many, many contacts.