It is a simple concept but a powerful one: Since most of us don’t follow up enough to gain trust and to be “there” when the buyer is ready to buy, we miss many opportunities with many prospective customers.
Questions for you to think about:
Do you REGULARLY follow up with prospects – the ones who are well qualified?
Do you REGULARLY follow up with prospects who are not quite ready? (we call these the Magazine Rack shoppers)
Do you REGULARLY follow up with customers and clients who have not done business with you lately?
These areas of follow up are considered “low hanging fruit” and to kick off a great 2009 think about implementing the following:
Choose one of these three areas and start with the most recent and go back to people you’ve talked to in the past couple of years. Once you’ve exhausted a category, then go to the second one, and then to the third. It really works!
More tips from the book 50 Ways in 50 Days to Score More Sales.