Amazing but true…. most salespeople don’t follow up enough to get a sale. I’ll say it again, and further qualify this: most PROFESSIONAL salespeople don’t follow up enough to earn the business.
If you don’t believe me, just think about your own buying cycles as a consumer. In the last six months, think of the larger items you set out to purchase – perhaps a car, a home, big screen TV, whatever it is. For many sellers it is the “quick purchase” that they are going for. Who followed up with you after you left a store or contacted them via the web or phone? Anyone? If they did, did you say, “wow… he/she cared enough to follow up”
Now I am the first person to recommend good qualifying and not dwelling on the “slow NO” – (see page 3 for my article on this) but that doesn’t mean that you can’t have a recall system to periodically check in and follow up. It is how top top salespeople win.
I’ve gained solid, Fortune 500 clients by following up, on an ongoing basis because I stuck it out. It is sad when people are amazed that you hung in there with them over time to follow up with them until they were in a position to do business. I have also re-gained lost clients because I followed up after we no longer did business.
Three reasons you need to focus on follow-up:
1. People forget your contact information – they don’t have it when they need it
2. Prospects are unorganized – most of us lose 150 hours a year looking for things
3. You show that you care about the prospect when you follow up.
Just be sure these are more probable prospects than not. If they fit into your window of who you serve, then don’t forget them. Follow through with them. Then, post your successes – everyone would love to hear about them.