Exceed Targets – #FollowUp !
So I get a knock on the door and a guy’s standing there who I’ve met before.
He hands me his business card, calls me by the wrong surname and leaves.
Here’s the thing – I haven’t heard from him since.
What a waste of time. His time and mine.
The importance of follow up should never be underestimated.
- Follow up because the prospect deserves to know why he just received your business card.
- Follow up because you need to discover more about the prospect.
- Follow up because it sometimes takes more than one call to cover off objections
- Follow up because the gate keeper who stopped you last time might not be there.
- Follow up because you may have just got someone having a bad day.
- Follow up because that last call didn’t result in the next stage of the buying cycle.
- Follow up because the time might just be right to make a sale.
And get my fricken name right next time!
Take out:
- To make a sale you have to follow a process.
- To build rapport often takes more than one attempt to engage.
- If you’re adding value, people want you to follow up.