Do you follow up?
Always? Sometimes? If I have time? Rarely? Oh gosh, do you mean I have to call them back?
Which one can you relate to? Hopefully it is the first answer. Always. But I’ve been training in sales for a long time and I know it is more likely the last.
Following up can bring back all the same original anxiety around making that initial call. But it doesn’t have to be that way when you know how to do so professionally and politely.
Do you feel nervous when you have to make a phone call or meet a prospective client face-2-face?
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The follow up is a vital component of the selling process and can’t be over looked. When you have already gone to the effort of the original conversation, don’t waste your efforts by not following up.
A comprehensive list of follow up tips are in my book but here are a few that are vital:
- Get a commitment
- Send a curious reminder
- Build a follow up statement that will get through the clutter
All of the valuable work done to build rapport and connect with prospects can be easily wasted if you don’t follow up in the most advantageous manner.
I see so many people missing out by not getting this part right as they revert back to that initial negative thinking where they feel as if they are being pushy if they follow up or they don’t want to ‘bother’ the person.
Over the past 20 years coaching sales teams I’ve come across this a lot where businesses miss out on sales because they haven’t known how to take this final step in the sales process. If you are like me, you have likely gone to a lot of effort with your proposal, your client is marginally pleased but sometimes there may be something slightly wrong with the offer. In most instances your customer won’t call you to clarify, actually what often happens is they start to shop around because you haven’t called back?
I’ve heard of so many stories where a customer has gone to a competitor to buy because after receiving the original proposal
they have a clear idea on exactly what they want thanks to your hard work. A sure sale lost when you don’t follow up and
resolve any issues they may be having. You can avoid this from happening when you know the right techniques to adapt
to follow up. Read More in my Book “Good Girls Do Sell“
The dictionary.com describes follow-up as, “an action or thing that serves to increase the effectiveness of the previous one.”
Following up is a crucial component of any proposition and is often forgotten as important toll in the cold-calling to hot reception progression. It is a shame to miss out on a sale because you didn’t remain in the spotlight.
- Call when you say are going to call
- Be remembered by sending a thank you note
- Be persistent – Be Polite – But don’t be a Pest
The toughest thing about the power of trust is that it’s very difficult to build and very easy to destroy. The essence of trust building is to emphasize the similarities between you and the customer.” ….Thomas J. Watson
Best wishes till next time.