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.

1. They don’t want to appear pushy
2. They forget
3. They make false assumptions
4. They think that the customer or prospect will contact them
5. They have never been taught
6. Follow-up should also be completed after the sale is completed

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