from Seth Godin
When a homeowner decides to put his house on sale and calls an agent or broker…
When he calls the moving company…
When a family arrives in town and calls someone recommended as the family doctor…
When a wealthy couple calls their favorite fancy restaurant looking for a reservation…
Go down the list. Stockbrokers, even hairdressers. And not just people who recently moved.
When a new referral shows up, all that work and expense – and then the phone rings and it gets answered by your annoyed, overworked, burned out, never very good at it anyway receptionist – it all falls apart.
[Who is answering your $20,000 phone call?]
by Carolyn Hicks
Author Robert Middleton believes that failure to follow-up is a crucial mistake that salespeople frequently make. For example, we may do a good job with our initial contact, but for a variety of reasons we don’t provide enough information on the first call to satisfy the prospect. Without proper follow-up the sale will never close.
Also, because money is tight these days, prospects are reluctant to make a decision after only one meeting. You need to meet more than once to secure the sale.
Robert Middleton offers seven ways to bridge the Follow-Up Gap and close more sales:
- Follow-up soon. It is easy to delay, but if you do, the impact of the follow-up fades dramatically.
- Organize your follow-ups. Make the process a regular part of your business day and follow a certain process every time
- Script your follow-up. That is, know what you are going to say and where you want the conversation to lead.
- Do some research. It’s amazing how little interest we show in potential clients.
- Use value-laden messages. Lead with your value proposition and give the prospect a reason to want to speak with you again.
- Use friendly persistence. If you meet someone that you sincerely think you could provide value for, don’t give up after one follow-up call.
- Follow-up doesn’t mean hassling prospects. If you make sure you add value to every call and you are firm in your conviction that your service is valuable, you are doing people a great service by following up.