Following up with prospects – Part 2 of 3: how long should you follow-up?

I give my healthcare telephone training workshop participants two simple rules to follow when considering how long they should follow up with prospects:

  • until the prospect says “no, I don’t want your service / product”
  • until the prospect dies

All kidding aside, with a product worth anything more than £1000, I advocate long-term follow up with prospects, because it works.

I recently ran a sales report from our CRM system which reveals that the youngest sales opportunity we closed in the last 3 years was 1 day (that means it took one day to take this opportunity from the first meeting to a signed contract).

The oldest sales opportunity was 355 days (yes, some prospects have taken over a year to buy anything from us).

We have opportunities in that report that haven’t closed in over 470 days (a few of which may never close), but they’re still in there, just to remind us to follow-up.

In some years, almost 20% of our income for the year from opportunities that took over 200 days to close.

The rewards of follow-up with prospects are worth the effort and then some

In healthcare clinics, I find that most prospective patients close within 3 months, followed by within 6 months, followed by within 12 months, and so on.

It only makes sense:

  • you’ve paid good money for these people to find your needle in a haystack
  • you’ve paid your staff to handle their initial calls and log them in your database
  • there is sometimes an extra month’s worth of income out there that will convert only if followed up
  • your competitors are following up

What did it cost to get additional income? A prospect follow-up system: a mix of phone calls, emails and letters over 12 months. It certainly doesn’t cost more than the income it creates. The bottom line is that follow-up allows you to make income sometimes even 18 months after the opportunity first revealed itself.

Would you like a chance to add an extra-month’s sales to your annual sales this year? Then follow-up!


Get your Practice Marketing Score

Take our FREE “Practice Marketing” quiz. Get your score and benchmark yourself to practices around the world.

Find articles on:

What our clients say…

“In a matter of weeks, we already saw results with LiveseySolar. Far before we were even finished with our project.”

Erik Chotiner, MD, FACS, Ophthalmologist

“The whole group has been very, very professional. We’re quite early in the stages, but we can see the benefits.”

Dr Nick Mantell , MBChB FRANZCO

“They’re very professional. They know what they’re doing, but they also put us at ease. This helped us to cut through what’s needed to get what we want.”

Mr Praveen Patel, MA (Cantab), MB BChir (Cantab), FRCOphth, MD (Res)

“It’s wonderful to work with an agency that engages on our level and understands our market.”

Dr Anton Van Heerden, MBChB; FRANZCO, Ophthalmologist

Get your Practice Marketing Score

Take our FREE “Practice Marketing” quiz. Get your score and benchmark yourself to practices around the world.

Meet our Founders

We’re passionate about helping leaders of high-quality, growth-minded practice owners double their practice revenue

Rod Solar

Founder & Scalable Business Advisor

Rod Solar is a co-founder of LiveseySolar and a Scalable Business Advisor / fCMO for our customers. Rod mentors and coaches CEOs/Founders and their leadership teams to double their sales, triple their profits, and achieve their “ideal exit”.

Read more

LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.

— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey

Founder & CEO

Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.

Read more

Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.

— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK