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Follow up

Submitted by Mitch Seigel on Tues, 2/18/2014

Sending an email message to a client or leaving a voice-mail message is just the beginning. Are you following up beyond your initial contact attempt? If you are not, you are right in line with 80% of all salespeople. If you want to be among the best salespeople you will increase your follow up to a minimum of five times per client before you move on.

Just because the client does not connect with you initially, does not mean they are not interested in what you have to offer. There are several other variables, most of which have nothing to do with you. All too often we use the shotgun approach and just start shooting wildly, instead a more focused approach to make contact.

What is key is keeping track of what you have done, and what is still left to be done with each client, so you really give yourself the best chance of a connection. After all, why waste time if the odds are that you will not make contact? A few steps you can take to ensure contact; get to now the clients schedule, make friends with the clients assistant, and lastly, don’t ever give up.

If you are prepared with quality information that will excite the client, and give them a good reason to either meet or connect with you again, your success ratio of increased meetings will go up, which ultimately will lead you to more sales.

What are your challenges when it comes to follow up? I look forward to hearing your comments. Until next time…