#2: Repetition Works | TravelResearchOnline


#2: Repetition Works

When it comes to repetition, or following up with a prospect, you must be careful not to cross the thin line and become obnoxious or, even worse, boorish.

Being a pain in the neck and appearing too aggressive is not a good idea. In fact, it is a very bad idea.

The secret is to remain visible while you continue to offer value to your prospects and customers consistently over time.

Each time I send out a duplicate invitation for one of my webinars, I receive additional registrations. I also receive one or two requests asking to be taken off my list. This is OK. In fact, the faster somebody asks to be taken off your list the better off you are. You do not want to talk to people who have no interest in you or your service.

I am often asked how often should one contact a prospect before it is time to give up? When asked, I often waffle before I offer a response. The reason I waffle is because “it depends.”

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It depends on what you have to share in the form of value, and how urgent this information is. It also depends on your current relationship with the person.

In this age of competitive “noise,” I try to contact my prospects a minimum of 6 to 8 times a year. This is not Gospel – just don’t fall into the trap of thinking that two or three times is enough. It is a common judgment error to think that you are bothering people the more you contact them. It is your responsibility to remain visible. Just don’t bore your prospects with meaningless information.

Stay current. Share pertinent information and continue to remind them that you are keenly interested in working with them.


Mike Marchev
Mike Marchev is a down-to-earth motivating sales trainer, author and business coach who specializes in the travel industry. For a complimentary copy of Mike’s 12-Word Marketing Plan send him an email at mike@mikemarchev.com with the number “12” in the Subject Box. His daily column is made possible by AmaWaterways.

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