Diligent or Desperate?

Diligent follow-up is an important part of being successful in sales, but have you ever worried that your follow-up comes off as desperate to your prospects? It's easy to cross the line without realizing you're doing it. These tips from sales trainer and author Renee Walkup are a great way to make sure you're coming off as professional and dedicated - and not desperate!

Avoid pinning the customer into your time frame.
For example, telling the customer that you will call him in two days doesn't empower him to take the lead. What's so special about two days? Ask your customer when is the best time for him. You may find it's sooner than two days. Once you negotiate the day and time, then be diligent by following up when you promised.

Avoid the "end of month special" approach.
Whenever a salesperson tells a customer that they have to purchase by the last date of the month/quarter/year, it spells "desperate" to a customer. Let the customer know about the deals and be more relaxed about the end of month. You can follow up, and in fact, I encourage you to do so...just don't push for the end of the month. Customers are able to recognize a good deal and they buy on their time frames. Just keep in mind that if the customer misses the 31st deadline, they will end up paying more and you increase your commissions.

The same is true for price increases for those of you in commodity markets.
When you call and tell your customer the price is going up by the 6th, another reminder call, email, or note is perfectly in order. The customer has a calendar--give them the options of when to buy when there's an impending price increase on the horizon.

Always do what you say.
If you tell the customer you will call on Thursday at noon, it doesn't matter what has occurred, call the customer at that time! Even if an emergency has arisen, call before that time and let him/her know.

Follow up, follow up, and don't forget to follow up!
Remember the "diligence" part?

Renee Walkup is president of SalesPEAK Inc. and author of "Selling to Anyone Over the Phone."

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Follow Up Sales Effectiveness

"Follow up in sales is critical. Particularly critical is the timing between a salesperson's follow-up and a prospect's pain point to want, not just need, what you sell," says sales trainer Patricia Weber. "Unless you have a crystal ball to bring that timeline into your view, then it is up to you to continue to be in front of a prospect about what might interest them."

Follow these tips from Weber on how to effectively follow up with your clients, and your timing will never be off!

Manage the process

If you do not plan to follow-up, the sale will likely not happen. Jeffery Moses says, "Sales is one part initial contact, four times follow-up." What is the average length of the sales cycle of your customers? Once you know this, then determine a series of different types of follow-up at different points in this cycle.

Start sooner than later

The first thing could be a handwritten note or even a voice mail saying how you appreciate their interest and maybe a reminder that you plan to stay in touch. This does two things: you've communicated your regards, and you let a prospect know you are going to talk with them again. Then, get your plan out of your head and on to your calendar.

Scheduling versus planned

A week after you've sent the first handwritten note, contact your prospect with an email containing pertinent information about something that interests them. After that you could send something seasonal, even a "just thinking of you" card, or if appropriate, a small gift. You can intermix real cards, emails, telephone calls and if appropriate, in-person visits.

Collaborate

Ask for help with the follow-up process. If you were referred to the prospect, ask the referrer something that might be important to the prospect for your follow-up. If you meet someone who knows the prospect, they may have some insights to add to your follow-up plan.

Have something pertinent

If "Are you ready?" is the first, last or only question you have on the scheduled plan, than you're probably seen as just a bother. An update on pricing, or a new product, or that you are on holiday for a week are valid reasons for a follow-up. How many valid business reasons can you think of to put in your plan?

"How much is a new customer worth to you?" asks Weber. "Is that worth more than putting all your effort only into that initial contact? Or is it worth you staying committed to a systematic follow-up? If you say yes to both these statements, then with your sales skills and timing, the outcome will likely be, "Okay. What do I have to do to get started with you?" or "How soon can you ship that to me?"

Sign up to receive a free report, ezine and teleclasses from Pat Weber – America’s Sales Accelerator Coach, specializing in Introverts and Shy people at http://www.prostrategies.com

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