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Casual Articles - Do You Have An Effective Follow-up Strategy?
Whether you presently own a retail or web based business and are looking for an additional profit center or you are thinking of starting a business, jewelry is a “no-brainer” choice for a proven product category. The buying public, (particularly women) never tires of jewelry as the choices in color, materials, finishes and styles are endless and innovations are continual.
5. They know the prospect is not going to buy, so why bother.
6. They believe the prospect is too busy to talk with them or to see them.
7. They are too scattered.
8. They lack confidence in themselves or their organization and its services or products.
9. They believe their competitors are going to ge
Conference calling can save you money. There is no doubt that in the sales business, every second counts. Whether it be training, sales meetings, or other needs, pulling your employees away from the sales opportunities even for these important tasks, cuts down on the time they can be making you money. If you take the first step and try using conference calling, yo
When salespeople call on these busy prospects or clients they must realize that what they are selling is not the most important thing in that prospect’s life. Although what they are selling might be of interest and value to them they often just do not have the time to do the salesperson’s work, the follow-up.
More often than I can state over the years, when I have followed up with a prospect that has been considering my services, I have heard, “thanks for getting back to me. I had every intention of calling you but have just been too busy. Lets get this program rolling.”
Why don’t salespeople follow-up? And, what are the benefits of an effective follow-up strategy? Two critical issues that will determine the success of salespeople today. Why don’t salespeople follow up?
1. They fear a no or a rejection.
2. They believe if the prospect is really interested they will call and help the salesperson do their job.
3. They are too disorganized and are not even aware that they should follow up.
4. They lack a positive attitude about their product, service or offer.
5. They know the prospect is not going to buy, so why bother.
6. They believe the prospect is too busy to talk with them or to see them.
7. They are too scattered.
8. They lack confidence in themselves or their organization and its services or products.
9. They believe their competitors are going to get
An Employment Screening OutlinePolicy DevelopmentA policy of Factual Employment Screening; Personality Evaluation/testing; and/or Drug Testing should be developed and embedded into the core policy manual rather than exist as a supplement or bulletin policy. This avoids any “after the fact” ramifications, should the policy be challenged under discriminatory t
More often than I can state over the years, when I have followed up with a prospect that has been considering my services, I have heard, “thanks for getting back to me. I had every intention of calling you but have just been too busy. Lets get this program rolling.”
Why don’t salespeople follow-up? And, what are the benefits of an effective follow-up strategy? Two critical issues that will determine the success of salespeople today. Why don’t salespeople follow up?
1. They fear a no or a rejection.
2. They believe if the prospect is really interested they will call and help the salesperson do their job.
3. They are too disorganized and are not even aware that they should follow up.
4. They lack a positive attitude about their product, service or offer.
5. They know the prospect is not going to buy, so why bother.
6. They believe the prospect is too busy to talk with them or to see them.
7. They are too scattered.
8. They lack confidence in themselves or their organization and its services or products.
9. They believe their competitors are going to ge
What if -- every time you had a networking appointment with someone -- you invited a third person. Sound like a ridiculous concept? Why on earth would you want to do this? Aren't you taking the focus off of your business and putting it on someone else's? Here are 5 reasons why multiple meetings are beneficial:YOU CAN MAKE MORE PROFESSIONAL CONNECTIONS IN LESS TIME<
Why don’t salespeople follow-up? And, what are the benefits of an effective follow-up strategy? Two critical issues that will determine the success of salespeople today. Why don’t salespeople follow up?
1. They fear a no or a rejection.
2. They believe if the prospect is really interested they will call and help the salesperson do their job.
3. They are too disorganized and are not even aware that they should follow up.
4. They lack a positive attitude about their product, service or offer.
5. They know the prospect is not going to buy, so why bother.
6. They believe the prospect is too busy to talk with them or to see them.
7. They are too scattered.
8. They lack confidence in themselves or their organization and its services or products.
9. They believe their competitors are going to ge
This article relates to the Compensation and Benefits Competency, commonly evaluated in employee satisfaction surveys. The questions included in this competency will help your organization determine whether your employees feel they are fairly paid for the work they perform when compared to a similar job at a different company. This competency also queries their feelings r
1. They fear a no or a rejection.
2. They believe if the prospect is really interested they will call and help the salesperson do their job.
3. They are too disorganized and are not even aware that they should follow up.
4. They lack a positive attitude about their product, service or offer.
5. They know the prospect is not going to buy, so why bother.
6. They believe the prospect is too busy to talk with them or to see them.
7. They are too scattered.
8. They lack confidence in themselves or their organization and its services or products.
9. They believe their competitors are going to ge
Managing cash flow can be a challenge for many businesses. But creative funding options like invoice factoring and purchase order (PO) financing can make the job much easier.These financial solutions offer convenient, cost-effective and immediate access to working capital. Invoice factoring and purchase order financing are suitable for companies in just about any i
5. They know the prospect is not going to buy, so why bother.
6. They believe the prospect is too busy to talk with them or to see them.
7. They are too scattered.
8. They lack confidence in themselves or their organization and its services or products.
9. They believe their competitors are going to get the business anyway.
10. They don’t have an effective follow up strategy.
11. They have nothing else to say or offer.
12. They knew they had a poor prospect anyway, so why bother.
Guilty of any of these? I have been, and I have been selling for over forty years. It is easy to fall into the – no follow up trap. It is just as easy to prospect effectively, present your product with confidence and professionalism and then the follow up is a natural conclusion to the previous step, if you didn’t close the sale on that visit, for whatever reason. Here are a few ideas to consider when you next follow up a sales call.
1. Don’t open with a closed ended question like, “have you made a decision yet?” Rather, “where are you in the decision process?”
2. Don’t ask, “did you get the information I sent?” Rather, “what is your impression of it?”
3. Don’t ask, “when can we get together to discuss our next step?” Rather, “let’s get together next Monday to…..”
4. Don’t ask, “do you have any question about the proposal?” Rather, “Is there anything in the proposal that would prevent us from getting this order started?”
These are only four examples. Now see if you can come up with several of your own.
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