Right, follow up. This is a sales tip about something that we as salespeople fail to do more often than not. Statistics tell us that 80% of sales are made between 5 and 12 contacts, yet only 10% of salespeople follow up after more than 3 contacts. So if it’s that obvious, why don’t we follow up?
It may be to do with not wanting to be pushy or ‘salesy’, it might be because we’re busy, or maybe we’re just plain lazy. Or perhaps we don’t know how. Whatever, follow up activity is something that high performing salespeople do on a disciplined and regular basis.
So what’s the best way to follow up?
Sales is all about building relationships based on openness, trust and honesty, so whatever we do it should be with these things in mind.
Your prospects don’t want to deal with people who are simply going through the motions and don’t necessarily believe in their product or service. So, some of the keys in following up are:
As ever, the key is planned, strategic activity. Remember that most sales are made between 5 and 12 contacts. Be innovative and creative and keep in touch!