Are you doing the right follow-up with your accounts?

How long do you stay in touch with a prospective buyer?

How long do they stay on your database?

How long do you keep trying to do business together?

One thing people can never accuse me of is giving up. They might wonder why I am still chasing a client (prospects are only clients not yet doing business with you), after years of never
getting any business from them, but I do not give up.

 

What is that right process for follow-up?

I learned follow-up by selling computer consulting services to large accounts. At that time I had a list of 100 key accounts that I knew could use what I sold but were not doing business with me.

The phone works great when you are needing to follow up!

The phone works great when you are needing to follow up!


 

I had a simple program; every month I called this list of clients.

I ask for the director of information systems.

Some times I got through and got a no.

Sometimes I didn’t get through and left a message. 

 

But, every month I called them.

After a while they knew who I was and would joke with me.

Step one in building a relationship.

 

This would go on for months and months and months.
Yet my persistent work did pay off.

One day they would say, “Manny, you just won’t give up until you get in here and we talk about working together”.
And they would give me an appointment.

Other times it would be, Manny, you called at just the right time, got a need, get in here and let’s talk.
This process sometimes took years. But I keep going, finally got the business.

Index cards?  Well better than nothing.  Follow up anyway that works for you!

Index cards? Well better than nothing. Follow up anyway that works for you!


The point is very simple and it really does work.
If you have a prospective buyer (one who can use your service and will pay for it) and you follow-up, build a relationship and persist in going after them.
You will win in the end.

It might take a while, but you will get the business.

Problem is, most people quit about 1 call short of success.

Same way most people stop 20 feet short of the top of the mountain when the fog gets to heavy to see.

Today I do coaching and speaking.
As many of my existing clients know, I do not give up.

I just stay connected, educate, inform and build a relationship until they do business with me.
I can remember selling an account after almost 5 years of working the client. Finally they saw a need for me.

If I had of gone away, they would never have called me?

Instead they would have called the last person they talked with.

But persistence again paid off for me.

 

What about you?

Are you doing the right follow-up?

Are you being persistent?

Are you continuing until you get the deal?

 

Or, are you stopping just short of the mountaintop.

Remember these?  WOW!  As I said - follow up is the key - whatever works for you!  Just do it!

Remember these? WOW! As I said – follow up is the key – whatever works for you! Just do it!

The great thing today is that you can do follow up so much easier, so much quicker and with so
much bigger of a group by simply using email.
This does not mean that the phone has gone away, it just creates a second method to do
follow up.

 

Yes, some people do get mad about emailing them, but they also are usually the ones that get even madder when you call them. So they might not be prospects at all?

I learned from some of the best that those who like what you have, even if they are not buyers
today, would never push you away. They might not read your email for months, but they will never
unsubscribe because you never know what the future will bring.

Today’s key thought is very simple.

 

Do you have a program of consistent follow-up on the people you meet and the prospects you find.

Is that program working for you?

If not, what are you doing to get a program together that works.

Follow-up is it really simple. Actually it is too simple for some because it just requires
staying connected in some small way. Most sales people would rather keep casing new business, it is
much more exiting.

But for those looking for great success.

Once you find the right prospects, just keep doing the follow-up and you will be amazed at how
much business you end up with.

Follow up is part of consistency.

Consistency is key to your success in the selling business.

If you are not doing it consistently, watch this video and learn.