You've probably heard of a "Black Hole". Black holes form (we think) when big stars burn out, expand, and then collapse. There is so much stuff crammed into such a small space that the gravitational pull is incredible. In fact, the pull is so strong, nothing, not even light can escape from a black hole. Thus the name.
As you approach a black hole, the pull gets stronger and stronger....and there is a place, a line sort of, that if you cross it, you cannot escape the pull of the black hole. They call this the event horizon. Cross it and you're on your way to the center no matter how much power your spaceship has.
There's a black hole in business too. It's called "no". And once you get "no" there is no escape, no way out. Doom. No sale, no deal.
The event horizon of business is an interesting place. We have to get as close as possible without crossing the line.
I'm talking about the relationship of follow-up to annoyance. There's an event horizon there---stay on the outside and you're following up. Cross that line and you've become an annoyance. Annoyances head for the center of the black hole never to be seen again.
What is so difficult about this is that is so hard to detect the line! If a prospect says "I must have your quote by noon today!" Then I suppose you should follow up tomorrow? Or should you wait to hear? And if they don't return your call tomorrow? Call again? How frequently?
I blow this one often. But I'm trying to do better. Always better.
Here's my advice about detecting and staying on the proper side of the event horizon. When someone asks for a proposal, ask when it would be appropriate to follow up. Then, do what they tell you. Calling every day puts you inside the event horizon and surely headed for darkness.
If you don't hear back for a long time---the sale is probably dead.
Try to remember this. If the prospect likes your offer, he will contact you. If there are complications at his end, which is often the case, hounding him won't help you.
I'm going to put more effort into staying outside the event horizon. What do you think?
