Posted: September 10, 2012
No follow up?
No sale!Liz Wendling
There is power in the follow-up. Whether you’re following up with business contacts, networking connections or prospective customers following up is key to building relationships and closing the sale.
Lack of follow up and neglecting to follow through are critical and costly business mistakes that dramatically affects your bottom line. There’s absolutely no good excuse to neglect this part of your business. Not one! Not even these overused mantras of, “I’m too busy,” “I already left one voicemail,” “I ran out of time,” or “I’ll do it tomorrow.” Smart and serious business owners wouldn’t dream of dipping into the excuse bucket and pulling out one of those. You can’t close sales when you’re making excuses.
Following up is instrumental in closing sales, yet a surprising number of people neglect it. There are many reasons why sales are lost, but one of the biggest reasons is poor or no follow-up. Sales follow-up is a critical part of relationship selling and omitting this step creates a fatal flaw in your sales process.
Following up is in your control. A good follow-up system will generate sales and keep your business in business. Customers respect business owners and salespeople who are efficient, organized and dedicated enough to follow up and follow through in a professional manner. When you follow up, you win customers.
Actions speak louder than words. Simply stop talking about following up and actually start doing it. Failure to follow up happens in every industry, every day, and it affects all of us personally and professionally. With this type of negligence, it’s not surprising that so many businesses are struggling. They’re leaving money on the table by omitting this critical step.
Think about how much time, money and energy you've put into developing sales strategies, networking and marketing. Dropping the ball at the follow-up stage sends a message to customers that they can’t count on you. Is that the first impression you want to leave with your potential customers?
If you willingly let your customers fall through the cracks due to a lack of organization, failure to follow-through or poor communication, you will jeopardize the sale, your professional reputation and the potential for referrals.
Serious and smart sales people and business owners write things down, they have a daily to-do system, they return calls, they keep their promises and they do what they say they will do. They honor their words and back them up with actions. If they declare they will call or follow up, they do it because it’s part of their job.
In the sales world there are those who think about it and talk about it, and then there are those who just do it. Remember there’s no good excuse for dropping the ball on potential business. Not one.
When you follow up and follow through, you will earn more money and close more sales. It’s the easiest fix for most businesses and an instant way to generate more sales. Think of it as an instant raise or increase to your bottom line.
Liz Wendling is the president of Insight Business Consultants, a nationally recognized business consultant, sales strategist and emotional intelligence coach. Liz is driven by her passion for business and generating results for her clients. Liz understands the challenges that business owners are facing building a business and selling their professional services in today's market.
Liz shows clients how to tap into and use their innate strength, power and confidence to develop highly successful businesses. She teaches them to create effective, dynamic and fluid client conversations that turn interested prospects into invested clients who keep coming back.