Edit ModuleShow Tags

No follow up? No sale!


Published:

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 is a critical and costly business mistake that dramatically affects your bottom line.  There’s absolutely no good excuse to neglect this part of your business -- including any of these overused mantras: “I’m too busy,” “I forgot,” “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.

Actions speak louder than words. 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.

Smart, serious salespeople 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.

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.

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.

Edit Module
Liz Wendling

Liz Wendling is a nationally recognized business consultant, sales strategist and emotional intelligence coach. Straightforward, practical and sassy, Liz’s innate gift is helping professionals transform their sales approach and evolve their sales strategies. Liz shows people how to discover their sales comfort zone and master the skill that pays you and your business forever.

Liz believes people need to stop following the masses and start standing out and differentiating themselves. Her super powers are designing customized solutions that deliver outstanding results. She enjoys working with professionals who are committed to kicking up the dust, rattling some chains and rocking the foundation of their business.

Go to: www.lizwendling.com or email Liz@lizwendling.com

Get more of our current issue | Subscribe to the magazine | Get our Free e-newsletter

Edit ModuleShow Tags

Archive »Related Articles

How to deal with inconvenient truths

Alignment of your team and your investments is the quickest path to success. But you need to make sure that you are not ignoring the truth just because you are emotionally attached to that path.

Colorado real estate boomed ― then this happened

The trend of moving West has caused Colorado to boom; however it comes with unintended consequences. The challenge is to balance growth in a way that enables a great community and state for everyone.

How to have your cake and gorge on it, too

With all the changes and movement in the economy as we diversify, it is hard to find a place so close to the Front Range that has the pieces to expand a business without all the costs.
Edit ModuleShow Tags

Thanks for contributing to our community-- please keep your comments in good taste and appropriate for our business professional readers.

Add your comment: