.

Follow Up

Submitted by Mitch Seigel on Tue, 8/13/2013

It seems it makes common sense that once you engage with a potential customer that you need to follow up. Like I said, it seems like it does. The truth is that most salespeople give up after just one call, and therefore eliminate themselves from the opportunity before decisions are made.

Every customer has a different amount of space for follow up. It could be every day, every other day, every week, etc. It is your responsibility to learn what is good for each respective client. Also, how you follow up is important as well. Phone, fax, text, email. Again, it is your responsibility to learn what is best for each respective client.

This can be true for internal or external customers, as well as both personal and professional. The alternative would be not following up. And believe me, many do. If you can’t handle the volume of prospective clients, then keep it low and follow up with those you choose to initiate contact. This is better than ignoring the task at hand.

Somewhere, somehow you need to keep track of your follow up. In Outlook, on your smart phone, write it down. Keep track, and take action when it is time. You can do this or just be like about 80-90% of all salespeople. Those who take on too much, and then do not follow up in a timely manner, and therefore lose opportunity after opportunity.

If follow up is done successfully you will have your clients thank you for doing so. It’s your choice…

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