Once December arrives it’s easy for prospects to put their decision off until “after the 1st”. I’m sure you’ve heard that quite a bit already and will most likely hear it more as the month moves on. Having said that, there are prospects who will be ready to do business in December. Often times what prevents follow up work from getting done is fear. If you’re in fear mode, it’s easy to make excuses for why you don’t do your follow up work. December can be a very easy “excuse” not to continue with your follow up responsibilities. You might even find yourself in the “I’ll wait until after the 1st” mindset. Do people take time off during December? →
The holidays are a great way to touch your clients, prospects and referral sources. However, the traditional December holiday wish is somewhat humdrum because that’s when the masses do it. I challenge you to think outside the box. Why not send your well wishes out for Thanksgiving or Happy New Year? These are roads less traveled. If sending December wishes are important to you, I suggest you get them out no later than the 1st week of December. I want you to stand out, be different and make an impression. Happy Holidays!
“Quality performance starts with a positive attitude.” -Jeffrey Gitomer There can be a lot of negativity attached to following up. When following up shift your attitude towards positivity. Focus on getting the business and not a negative outcome. While a negative outcome is a possibility it will be much easier to take with a positive attitude. If the result is negative, just say to yourself “next”.
We are officially on the home stretch of 2017. My question: Is follow up a priority? It’s very easy work not to do, but the consequences result in lost sales and lost business. So how do you make follow up a priority? By putting it at the top of your list. Here’s my challenge. For the rest of the year, I want you to get your follow up work done first thing in the morning (not so early that you can’t make calls). If you do this every working day for the rest of the year, my prediction is you will greatly improve your year end results. Good luck!
How you think when a prospect isn’t responding will determine if you “stay in the game”. 80% of sales are made between the 5th and 12th contact. Just because prospects don’t respond when you want them to is not a reason to get discouraged and give up. Stay in the game and keep following up!
Did you know that: 48% of sales people never follow up80% of sales are made between the 5th & 12th contact10% of sales people make 3 or more These statistics are startling and eye opening. Let’s talk about each one: Based on the work that I do, I believe that more than 48% of sales people never follow up. One big reason is business card build up. If you don’t know what this is, it’s other people’s business cards sitting on your desk that you’ve done nothing with. This is such a common problem among business people. This stack indicates that you most likely haven’t taken follow up action. I’m going to challenge you to stop going to events, connecting →