Follow Up skills are by far the most important skills any salesman can practice. You need to be in constant contact with as many relevant people as you can be.
- Follow up with your active leads so that they don’t make a decision without you knowing
- Follow up with your current clients so that they know that you weren’t just around for the sale and then disappear
- Follow up with your past clients so that they don’t forget about you when it is time for new work
- Follow up with your dead leads so that if they have buyers remorse you can swoop in and save the day
- Follow up with that one guy who you met at a bar one time and exchanged cards with, you never know….
- Follow up with the guys who used to work with you to see what is going on outside your sphere
- Follow up with your neighbors and competitors to see what they are up to and to share useful information
- Follow up with every promise and commitment you make so that people know that if you say it you’ll do it.
- Follow up with your goals so that you can know how close you are coming to reaching them.
The list could go on for pages but today is the last day of the year. I’ve met many of my goals for the year with this blog, including still putting content up there. Stay tuned for more, and Follow Up, Follow Up, Follow Up!
More from Conrey
Conrey Recommends
- Ten Super Lessons from a “Supersalesman” (The Sales Cooke)
- Can you keep up? (Tyler Hurst)
- The Prospecting Strategy (The Sales Cooke)
Couldn’t be more dead on, follow up skills are probably the most overlooked and under-rated around, applying to any line of work. I can’t count the number of managers I run into who are missing that piece, they communicate until their red in the face but results aren’t achieved due to poor follow up. When I remove a task on my cal I immediately add another one to follow up. KEY!