Are you familiar with the #1 error most business people make?
The #1 error is most people completely dislike the idea of follow-up. They erroneously believe they are bothering people, will be perceived as horrible salespeople, or downright pushy. So they don’t call, email or even think to send a nice handwritten note.
Sadly, if you do not follow-up, you omit the process of business development and building relationships. It becomes almost impossible to convert a prospect into a client.
Your communication has to be very straight-forward on the initial conversation to find if you do have anything in common and if there is a true need, or, if the other party is just trying to avoid being rude.
The only other option for gaining new clients is to attract people to your business and have them request to purchase from you. This is a technique I prefer but there is still occasionally a need to follow-up.
10 Follow-Up Tips:
1. When someone asks you to follow-up make certain you understand why and take notes!
2. Before following-up, research the company website
3. Determine possible needs from the conversation, their website and their industry
4. Think ahead of what else you may offer in terms of the research you completed
5. Exercise or get your adrenaline up prior to a difficult phone call
6. Have your mindset focused on securing business
7. Smile as you pick up the phone – it relaxes the other party because you are relaxed
8. Remind the other person they asked you to call when you connected at…
9. Ask if they are available to speak or would they like to schedule time
10. Begin the conversation by asking what’s new since you last spoke
11. If you get a voicemail, keep your message succinct, leave your number twice & promise a duplicate email
12. Send the duplicate email immediately to avoid forgetting and offer a choice of dates & times to talk or they may offer alternate times
13. Approach others as potential friends and almost always they will be happy to hear from you!
Remember, it’s never too late to follow-up. Proceed with the attittude that much time has passed and it would be great to take the time to exchange updates to find ways in which you may help one another. If you happen to be embarrassed, send a nice card in the mail or electronically and make it personal.
When you communicate professionally and as a friend, people will see you as a leader and take notice. You will close more sales and, happily, they promise to be a Smooth Sale!
