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4 Ideas To Help You To Follow Up For IMPACT!
Last week I discussed the importance of planning your follow up activities so that you don't experience follow up failure. Follow up failure is what happens when a sales person stops contacting a prospect just because that person did not buy after just two or three attempts. As a sales professional, it's up to you to make sure you leave no stone unturned as you follow up periodically with a prospect. The frequency and message that you deliver will depend on you, your industry and the outcome of your previous conversations or meetings. Here are four ways to follow up for impact: 1. Email - Okay. Don't just send the typical thank you, I'll call you again in a month, or just checking in email. They KNOW why you're trying to get in touch with them if you've already made a presentation and asked for the sale. They are just not ready to buy yet. Send periodic emails to educate them further about your product or service. Better yet, on occasion, don't even mention your company or try to sell via email. Send them a link to an article you think would be interesting to them. When used properly, email can be used to enhance communications and yes, even cultivate a relationship. However, it's important to not rely solely on email. See below... 2. Snail Mail - Also referred to as the U.S. Postal Service. Send a handwritten note if you met with someone. It probably carries more cache' today than it did many years ago because so many people use email only. I think mailing a letter with some other printed material is a great way to get someone's attention these days especially if you haven't met with them yet. It doesn't get caught in a corporate email firewall and if you send something that's actually of interest and value to your prospect, they will remember it when you call to request a meeting. Be sure to include your business card in the envelope! 3. Phone Call - Don't be afraid of the phone! Be conversational but have your talking points written down in front of you. Ask questions and schedule the next step whether it's a meeting, a signed contract, a conference call...whatever. Just get a commitment for the next step. Even if it means asking your prospect to tell you the dreaded "N Word." That's right! If you get someone to tell you "no" you have just saved yourself (and your prospect) a lot of time and angst. "No" is not a bad thing. It means you have more time to find another "yes" and in many cases it can actually be a "No, not right now." 4. In Person - When and where possible, invite your prospect out for coffee, lunch or to a meeting where you know there will be good prospects for them! I realize that in this day of virtual offices and webinars, you may be selling to people who are in other time zones or continents, so meeting for coffee isn't exactly prudent. But, if you have prospects in your area, try to meet with them in person whenever you can. Or, ask them to meet you for a video conference. People really do like to buy from those they feel like they know.
The more you can communicate with them in a way that builds trust and adds value, while also helping you understand their objectives, the more sales success you will have!
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