Do You Have An Effective Follow-up Strategy?
Customers and prospects have a great deal on their plates today. They have the demands of their customers, bosses, fellow staff members, suppliers and a variety of organizational, government, financial, department and industry issues that take a great deal of their time and energy.
When salespeople call on these busy prospects or clients they must realize that what they are selling is not the most important thing in that prospect’s life. Although what they are selling might be of interest and value to them they often just do not have the time to do the salesperson’s work, the follow-up.
More often than I can state over the years, when I have followed up with a prospect that has been considering my services, I have heard, “thanks for getting back to me. I had every intention of calling you but have just been too busy. Lets get this program rolling.”
Why don’t salespeople follow-up? And, what are the benefits of an effective follow-up strategy? Two critical issues that will determine the success of salespeople today. Why don’t salespeople follow up?
1. They fear a no or a rejection.
2. They believe if the prospect is really interested they will call and help the salesperson do their job.
3. They are too disorganized and are not even aware that they should follow up.
4. They lack a positive attitude about their product, service or offer.
5. They know the prospect is not going to buy, so why bother.
6. They believe the prospect is too busy to talk with them or to see them.
7. They are too scattered.
8. They lack confidence in themselves or their organization and its services or products.
9. They believe their competitors are going to get the business anyway.
10. They don’t have an effective follow up strategy.
11. They have nothing else to say or offer.
12. They knew they had a poor prospect anyway, so why bother.
Guilty of any of these? I have been, and I have been selling for over forty years. It is easy to fall into the – no follow up trap. It is just as easy to prospect effectively, present your product with confidence and professionalism and then the follow up is a natural conclusion to the previous step, if you didn’t close the sale on that visit, for whatever reason. Here are a few ideas to consider when you next follow up a sales call.
Customers and prospects have a great deal on their plates today. They have the demands of their customers, bosses, fellow staff members, suppliers and a variety of organizational, government, financial, department and industry issues that take a great deal of their time and energy.
When salespeople call on these busy prospects or clients they must realize that what they are selling is not the most important thing in that prospect’s life. Although what they are selling might be of interest and value to them they often just do not have the time to do the salesperson’s work, the follow-up.
More often than I can state over the years, when I have followed up with a prospect that has been considering my services, I have heard, “thanks for getting back to me. I had every intention of calling you but have just been too busy. Lets get this program rolling.”
Why don’t salespeople follow-up? And, what are the benefits of an effective follow-up strategy? Two critical issues that will determine the success of salespeople today. Why don’t salespeople follow up?
1. They fear a no or a rejection.
2. They believe if the prospect is really interested they will call and help the salesperson do their job.
3. They are too disorganized and are not even aware that they should follow up.
4. They lack a positive attitude about their product, service or offer.
5. They know the prospect is not going to buy, so why bother.
6. They believe the prospect is too busy to talk with them or to see them.
7. They are too scattered.
8. They lack confidence in themselves or their organization and its services or products.
9. They believe their competitors are going to get the business anyway.
10. They don’t have an effective follow up strategy.
11. They have nothing else to say or offer.
12. They knew they had a poor prospect anyway, so why bother.
Guilty of any of these? I have been, and I have been selling for over forty years. It is easy to fall into the – no follow up trap. It is just as easy to prospect effectively, present your product with confidence and professionalism and then the follow up is a natural conclusion to the previous step, if you didn’t close the sale on that visit, for whatever reason. Here are a few ideas to consider when you next follow up a sales call.
posted by zzzzzzzzzzz at
10:20 PM
<< Home