ON FOLLOWING UP
by Sandra Schrift
A study by the Association of Sales Executives revealed that 81% of all sales happen on or after the fifth contact. If you are a business owner and making only one or two follow-ups, imagine all the business you’re losing. Not following up with your prospects and customers is the same as filling up your bathtub without first putting the stopper in the drain! (David Frey) A follow-up allows you to ask good questions to learn about your potential client’s needs and challenges. A good opportunity for you to present some possible solutions. That is how someone decides if they want what you have to offer. That’s attractive. Build the relationship and “the sale” will come. This takes time, like any relationship. Be patient, be persistent.
The Coach asks . . . what are you doing today to turn your warm/cold leads in to well served clients?
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