Discussing the importance of following up and why it is often the most overlooked networking MUST. Why is it such an enigma?
It’s a fact that a referral, proposal, or sales follow-up is the most overlooked networking must, and there are a few reasons why. It begins with the fact that almost every entrepreneur or business owner has never taken formal sales training. There is also the fear of being pushy, the fact that forgetfulness does exist, and that everyone is guilty of making false assumptions. Following up on leads is simply just not top of mind.
Looking further into the reasons and remedies of why individuals fail to follow up
- Formal Training: While taking a course about proper sales and follow-up techniques may not be possible, learning how and when to follow-up is fairly simple. Begin by asking for, or telling prospects that you will follow-up by a specific date, write it down, and stick to it. Tell them how (phone, email, face-to-face) and tell them when.
- The Fear of Being Pushy: Yes, aggressively frequent follow-up may fringe on pushy, however rarely does this fine line ever come close to being reached. It is important that you understand if your prospects are interested in doing business, or not. Tone dictates pushiness, not the fact that the follow-up has been made. And there is always to possibility of adding additional value during your follow-up calls.
- Sometimes We Forget: It is easy to forget considering how busy we are. We may have every intention to follow-up with leads, referrals, and sale prospects but get caught up in our business. This is an extremely common dilemma which can easily be addressed by scheduling follow-ups using calendar software of a daytimer.
- Assumptions: Have you ever submitted a proposal to a potential customer and not been able to follow-up in an agreed upon timeframe? You don’t hear from the prospect and you wrestle with whether or not it is worth following up late with concerns that you may be questioned about the variance from the schedule. When someone doesn’t immediately return a call or misses an appointment we assume the worst – even if the assumption is not verified. Lack of response can mostly be attributed to being too busy, or not having an definitive answer. We think that if we do a good job, the clients will call.
- When at networking events, de-clutter — only collect business cards from those that you want to do business, and email them right away;
- Ask for an introduction — a third party intro gives you credibility, and as a byproduct, accountability;
- Keep a calendar for your follow-ups — you should touch a client or two per day, thats 365 or 730 follow-ups per year.
Bottom Line: We are all guilty of not regularly following up with leads, or with proposals, or with sales prospects. You can easily differentiate yourself from your competition by making the effort to follow up. Don’t take it for granted that clients and prospects will call you – be preemptive and contact them.
Originally posted on https://kleurvision.com