We all have busy jobs and busy days.
Lots of people to talk to, fires to put out, problems to solve.
But if you are involved in sales of any kind (sales, fundraising, business development, you name it), then your must live by this rule:
I respond quickly and thoughtfully when I hear from a sales prospect.
Quickly = within 24 hours.
Thoughtfully = thoughtfully.
It doesn’t matter what else you do, who else you manage, what else is on your plate.
Sales requires attention, prioritization, and responsiveness, always.
So, when that email comes in from a prospect, replying to it is now at the top of your list.
(And a reply could be, “Thanks so much. This is really helpful. We’re on it. We will need two days to answer all these questions. I’ll send you another note then.” That counts as a quick, thoughtful response, as long as the two days really is two days, 100% of the time).
Absent this mindset, and the supporting systems to enable it, you’ll lose out on too many opportunities to be successful.
And remember it’s both mindset AND systems—not one or the other—to deliver on this consistently.