Follow-up

Feb 15, 2023 10:00am

By Jody Seivert

Under Opportunities, Interactions, Retail, communication, Follow-up, sales professionals, Systems, Build Habits & selling

3 min read

Calling Unsold Opportunities

If you have neither closed the sale nor scheduled an appointment to meet or speak again with a prospect, calling to see how their process is unfolding IS the next action to take. Always.

It’s a judgment call as to WHEN to reach out, and I invite everyone to examine their follow-up on unsold opportunities to see if you have a process in place (such as reaching out 48 hours after contact unless otherwise noted). At the very least, start by reaching out with a ‘great to meet you!’ email or text……

GRATEFUL FOLLOW-UP

For many salespeople (including myself) follow-up is the weakest skill. It takes scheduling, organizing, and consistent action for follow up to be effective. It takes doing things you don’t want to do. It takes failing – a lot! – and trying again. It takes rigorous evaluation and measurement to improve and build the follow-up muscle. And it never, ever ends.

Whether cold or warm calls, managing web leads or referrals, follow-up is a skill and a practice of patience and persistence. It will ALWA…

Follow Up…enough to get a result?

As an industry, whether retail or trade home furnishings showrooms, we tend to be weak in follow-up. Not everyone, but as an industry, this is a shortcoming. Please consider that there is room for growth here.

Start by planning to schedule follow-up and outreach actions into your work week, not letting them fall into 'when you get to it' status. AND plan them at the best time to produce the desired action –to connect and to get a sale or an appointment.

Notice: When do you give up? When i…

Blog

Follow-up

Calling Unsold Opportunities

GRATEFUL FOLLOW-UP

Follow Up…enough to get a result?

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