[5 Simple Truths] in Mastering Effective Follow Up

Before we go further, let me ask you…”How many sales have you won because your friendly competitor or teammate dropped the ball regarding follow up?” If you have sold for any length of time I am sure this has worked in your favor on several occasions.

It is no secret that high performing sales people use many attributes as they solve problems for their customers and prospects. One of these attributes is the ability to understand the importance of effective follow up at all levels.

Sounds simple enough, but is it really? Yes, it can be with a little thought. I would ask that you consider these 5 simple truths as you craft your follow up strategy.

Truth #1 – The majority of your competitors are quitters and here is why

  • 48% of sales people never follow up with a prospect after the first attempt
  • 25% of sales people make a second attempt then quit
  • 12% of sales people make more than three attempts before they quit

Truth #2 – Your perseverance will pay off

Truth #3 – There are four follow up scenarios:
(Each of these four scenarios requires a different strategy and thought process.)

  1. New lead.
  2. Active lead.
  3. New customer.
  4. Established customer.

Truth #4 – It’s all about timing

Circumstances change with your prospects creating a different set of priorities. The same can be said for your customers as well. What was once a priority during the buying cycle may change during implementation and cultivation going forward. Your customers and prospects are busy so stay close to them as you discover and deliver upon their requirements and expectations. Bring them fresh ideas and adapt to their changing circumstances. It’s all about timing, use it to your advantage

Truth #5 – Master the Methodology

In pursuing your prospect and customers a tool kit including a variety of tools blended with social media is a must for success.

In wrapping your arms around these simple truths, you will find that Truths 3 ,4, and 5 are critical. If you would like to discuss further or would like to receive a special set of tools such as proven emails, voice mails, follow up frequency, and other proven tactics please contact me at directionalachievement.com.

These 5 Simple Truths can propel you ahead of your competition and serve to further differentiate you as the sales professional that you are.

To your success,

Speak Your Mind