The Impact of Follow Up
by Kelley Robertson at businessknowhow.com
It never ceases to amaze me how few sales people make the time to follow-up after they have made initial contact with a prospect or customer.
In the last few months, I can think of at least eight different situations in my own life (business & personal) when a salesperson did not bother taking this initiative. These included a landscaper who designed plans for our property, two different people who spoke to me about creating a promotional piece of literature for my business, a sales rep for a pool company, and a men’s fashion salesman who was asked to send information. In each of these situations I was very interested in the product or service offered by the vendor. This got me wondering, why don’t people follow-up? I think there are several reasons.
- They don’t want to appear pushy
- They forget
- They make false assumptions
- They think that the customer or prospect will contact them
- They have never been taught
- Follow-up should also be completed after the sale is completed
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