Setting the scene: Following up with marketing enquiries.
Our marketing message has gone out.
Most people haven’t acted upon it. But some have.
Some have filled out our contact forms: they have registered their interest in what we do.
Some have downloaded our brochures: they have learned even more about what we do.
These are not passive gestures. Filling out a form takes a moment of intention. Downloading a brochure takes a decision. When someone does either of these things, they are quietly raising their hand. Not waving frantically, perhaps, but raising it nonetheless.
The next step must be to call them. Show an interest in their interest.
We are not faceless corporates. Simply thank them for what they have done and ask if they need help.
They may not.
They may need help in a few weeks.
They may need help right now.
This is where so many businesses lose ground without ever realising it. The form is submitted, the brochure is downloaded, and then, nothing. No call, no follow-up, no acknowledgment that a real person made a real gesture of interest. The silence isn’t malicious; it’s just the gap between a well-designed marketing process and a human one.
Bridging that gap is simpler than most people think. A brief, unhurried call. No script, no pitch. Just genuine curiosity about where they are and whether there is anything useful you can offer right now.
Now, how good does that feel, knowing a little more about our potential clients’ requirements?
This knowing gives us something to act upon. And action, as the quote below reminds us, is where potential becomes power.
“Knowledge isn’t power. Knowledge is only potential power. Action is power.” – Tony Robbins.
Thank you for reading.
Author: Richard Bull-Domican, founder of New Era Financial Introductions, a B2B lead generation consultancy with over twenty years of experience. The perspectives shared here come from two decades in the field; not theory, but practice.
I create small, digestible guides on Gumroad for business owners who hate aggressive tactics and prefer relationship-led approaches. New resources are added regularly. For longer reads on lead generation and the human side of sales, follow me on Medium and join the daily conversation on LinkedIn.
Please see the links below:
Gumroad: https://richardbulldomican.gumroad.com/
Medium: https://medium.com/@richard-bulldomican
LinkedIn: https://www.linkedin.com/in/richardbulldomican/
