Category: Follow Up Tips

Are You On Track?

I have no doubt you had a plan in January to increase your 2017 sales.  With the 1st quarter now behind us; 1/4th of the year gone; are you on track with your sales goals?   My hope for you is that you are.  If you’re not, it’s time to buckle down and re-commit.  One sure way to re-commit is to start following up without fail.    Let me simplify it for you….if you’re not following up, you’re losing business.  Please make the call, send the email, text or private message.  Don’t let another day go by that you’re not following up.   The days will turn into months and before you know it, another quarter will be behind you which means 1/2 →

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Are Cards in Your Follow Up Tool Box?

Cards are a “must have” in the follow up tool box.  They are a great way to follow up and stay in touch with your clients, prospects, referral sources and anyone else that’s important to you. There are many reasons to send a card: Nice to meet you Thank you for your business Thank you for your referral Thank you for your time Happy Birthday Happy Holidays Congratulations Sympathy  These are the kind of touches that create loyalty which result in more business and stronger relationships. Sending handwritten notes is a lost art.  If you are in the minority that makes these important gestures, you stand head and shoulders above the crowd because so few people take the time to →

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Go Back

Did you know that one sure way to increase your bottom line and customer base is to go back to the customers who have already done business with you.  There’s a good chance they may need more of your services or products and if they don’t they may know someone who does.  Existing customers are a great source of new business whether it’s from them directly or from a referral.  Unfortunately what happens too often is once business has been transacted, the relationship gets dropped, forgotten about or neglected because the salesperson is off looking for their next new lead, prospect, customer.  Don’t forget about your customer relationships.  Continue to invest in them.  They’re a great resource for you. My →

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3 Follow Up Strategies

In general, most people struggle with their follow up responsibilities.  I’m going to share 3 strategies that when implemented, will improve your follow up efforts immediately: Strategy #1 – Mindset ShiftIf you’re not getting your follow up work done on a consistent basis, your mindset may be causing you to avoid this very important work.  Follow up for most people is a very heavy “to do”.  If this is you, I’m going to ask you to change your mindset.  I no longer want you to look at follow up as heavy “to do”.   Instead, I want you to look at it as opportunity.  When you have a lot of follow up work to do, that means you have a lot →

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Do You Quit?

Did you know that: 80% of sales are made between the 5th & 12th Only 10% of sales people make 3 or more contacts Another way of looking at the latter statistic is 90% of sales people follow up twice with a prospect and then quit.  If you’re only making two contacts and 80% of sales are made between the 5th and 12th contact, you’re walking away from business and leaving it for someone else to get when the prospect is ready. The primary reason why 90% quit after two tries is…they assume the prospect isn’t interested.  If you make this assumption, you are in essence making the buying decision for the prospect.  You’re also pulling yourself “out of the →

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Who Are Your Top 3?

Who is your top client, top prospect and top referral source? If you’re not sure who your top 3 are, you can determine them by dollars transacted or number of transactions closed. If you’ve heard me speak or read my book, you know that I call your top the crème de la crème. These are very important people and you need to take care of them. If you don’t, they will be open prey for your competitors.  How do you take care of them?  By following up, staying in touch and showing appreciation. My challenge to you today is to follow up with your top 3. You can follow up to see if they’re ready to do business or need →

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How’s Your Reminder System Working?

If a prospect tells you he’ll be ready to do business with you in two months and asks you to call him at that time… how will you remember to make that call? Do you have a reminder system? If you do, you won’t miss out on future business. If you don’t, you’ll leave business on the table for a competitor. One of the key components to being good at follow up is using your CRM / database reminder system. Warning: Don’t rely on your memory. Life is busy and sometimes it’s hard to remember what needs to be done tomorrow, let alone any time beyond that. Having an automated reminder system will bring you peace of mind because you →

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Do You Say Thank You?

You might be thinking what does saying thank you have to do with follow up?  A common misconception is that follow up only happens on the prospecting side.  However, it goes way beyond that.  It’s imperative to take care of your relationships and show appreciation after business has been closed and/or a referral has been transacted.  One very simple way to do that is by saying thank you which is an expression of appreciation.  When your prospects, clients and referral sources feel appreciated, you are creating loyalty.  A loyal following is ripe ground for more business and/or referrals.  Saying thank you is a common courtesy we were taught as children. My oh my, how that courtesy has gone by the →

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