Follow Up X 5
Desk Cabinet
from the guys at "The Daily Sales"
Check out this website: https://thedailysales.net/memes/
I love the guys at The Daily Sales. Their humor is always spot on.
One day they sent an email with this interesting statistic. I printed it out and posted on the cabinet behind my desk:
- 80% of sales require 5 calls or more after a meeting
- Yet, half of the sales people give up after the first call.
Which half are you in?
Don't be lazy or too busy; make those follow up calls. A lot of people fall into this trap. I hate to admit that even I have fallen into this trap a few times. Busy happens! Make time to do the follow up after you meet with an account. Here is a routine that may help you get started:
- After the meeting, set appointments in your calendar to call the various constituents in a sales process. You can spread it out over a few days if you have a lot of people to call.
- That following Sunday, sit down and write thank you cards to the people you met the previous week. Thank them for their time. Make it simple and easy. But, do it. People love to get mail.
- For those where you did not get an address or cannot figure out an address, send an email as a last resort.
- Finally, pick up the phone and have a brief call. You will learn a lot.
It is always funny to hear people say, "You know I finally talked to Bob, you are never going to believe what he said...". It does not matter if it is a positive or negative response. It matters that we know where we stand, and we have knowledge about how much time we will invest int an account or should we move on. Worrying about deals that will never happen is a waste of energy.
SDJ