The Power Of Regular Follow-Up

In sales, you can do everything wrong and with follow up still make the sale. This is true especially in the prospecting stage. Following up helps put you in the right place at the right time.

When you follow up be persistent, polite, and focused. It isn't your job to educate prospect, but instead compel them to set an appointment or buy from you.

There is no way to know when the exact best time to connect with a prospect is, regular follow up improves your chances. For follow up to work best it must be relevant to the prospect, connect with a specific event or situation, and puts the prospects interests first.

For best results, use a variety of follow up channels, each separated by a short period. Use follow up to demonstrate persistence and quality of detail. Treat follow up as you would service, set, and fulfill customer expectations.

Regular follow up helps establish credibility and build rapport. Use follow up to reconnect, collect referrals, demonstrate appreciation, and move sales on to the next step.

If you're not following up on every qualified prospect at least 10 times, using several different ways, then you are missing sales that are yours to have. How does your follow-up measure up?