This advice comes from Frank Bettger’s book entitled “How I Raised Myself From Failure to Success in Selling,” first published in 1947! I think the advice is still good today:
When is the best time to follow a referred lead? Within six days? Or six weeks? Six minutes, I’ve found best, or just as soon as it is possible for me to get there. A new lead is sizzling hot! If I don’t go immediately, while I’m steamed up about it , it gets pushed back somewhere in my files, and I lose interest in it. When I get it out of the file at a later date, it’s just like one of my company’s best young salesman, John Lord, says: “It looks like a stale loaf of bread.”
How long are you waiting to follow up your leads? I hope this inspires and motivates you to block lead follow up into your planner every day and to do it!