Follow-up: Polite Persistence = More Sales

8/22/200712:00:00 AM Link 0 comments | Add comment

Follow-up, Sales

How many times do you call to follow-up when you're working with one of your sales prospects? For most sales people the answer is: not enough. You don't have to be a stalker, you just have to be polite and persistent.

The people you're calling on are just like you. They're busy and have lots to do between work, family and everything else they're involved in. That means you can't just give up after one or two phone calls.

Now I'm not saying you should keep calling and harassing someone who's not interested in what you sell. If someone tells you 'no' respect them and move on to your next call.

Making a one call close is always great, but most of the time you're going to need to speak with your prospect several times before you're able to close the deal. Here at Levelfield we always finish our sales calls by asking when we can follow-up next. Then we do! That's the most important part. If someone tells you to call them back tomorrow, call them back tomorrow. If they ask you to touch base with them in 2 months, touch base with them in 2 months. Be polite and persistent and you'll close more sales.

You'll be surprised how many of these potential customers will thank you for your persistence. They know they can count on you to do what you say you're going to do. They know that the way you treat them before the sale is probably the way you're going to treat them after the sale. Now you've earned their business.

Pick up the phone right now and call 3 prospects you haven't followed up with in a while... After you're done with that, call 3 more!

Jude Samson
President
Levelfield, Inc.