Do you follow up?
Always. Sometimes. If you have time. Rarely. or….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.
The follow up is a vital component of the selling process and can’t be overlooked. 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
- Time your follow-up strategically
- Build a follow-up statement that will get through the clutter
- Do it!
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 the 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
Best wishes till next time.
Author of “Good Girls do Sell – The Modern Business Woman’s Guide to Authentic Selling”
To work with Janeen, visit her calendar to arrange a Complimentary Clarity Call