I get a lot of business through websites; both my own and others where I have a presence. The enquiries I receive as a consultant on somewhat technical matters fall into three categories:
- Genuine requests for help from people who have evaluated my expertise or need confirmation that I can help them.
- Requests from some who want answers, but do not appreciate what value those answers will have.
- Requests for free information or queries that are designed to try to obtain free information in any proposal from me.
It is not always easy to tell the difference between the three, but I usually have some idea. I respond sometimes to ask more questions before quoting a fee, but if the requirements set out are pretty comprehensive then I quote straight away. I avoid giving free information for my own safety, but also for that of the foolish person who might act on it without having given me all relevant facts.
By the second email I will have proposed a fee based on the value of the information required, provided it is worth my while. Usually for those who understand that value in the context of their own circumstances, I will get a swift acceptance. These will prove to have been the genuine requests.
For the other two categories of requests, once having proposed a fee I will hear no more. Very occasionally, if a telephone number has been provided I will make a quick call to make sure that my “prospect” has understood what I have said. Mostly though and without a phone number, I know it is a waste of time following up.
Experience tells me when I am wasting my time. I may get business from around one-in-six to one-in-eight of the incoming emails seeking information. I am quick in dealing with them because it is not worth wasting time, and certainly not on follow-ups. One-in-six to one-in-eight is plenty enough too.
Not every business is the same. If I were selling goods I might follow up more.
Are you a consultant? Do you follow up when your enquirer goes quiet? How much?
