To ALL my most recently ‘self confessed’ Follow Up ‘junkies’… I love your work!
Some more food for thought… re: Follow- Ups!
Don’t let anyone slip through your fingers. Follow up until the point when the customer is becoming audibly annoyed with you. At this point, you’re probably damaging your chances more than helping them. Keep calling until they buy, or they will buy somewhere else. Until then, they’re still a ‘hot’ prospect.
Try different techniques for getting in touch with them again. You might try explaining to them that you forgot to mention the extra warranty that’s available, or the payment plans that your business offers. As a last resort you could try calling them to offer them a lower price. If you take this approach, make sure that you explain it’s a new, once-off promotion and that it’s not going to last long.
More often than not your persistence will pay off. But you need to qualify your prospect before going all out to make the sale. If they don’t have the money, or weren’t really interested in your goods in the first place, you can waste a lot of time chasing your tail. Only go after the people that are red hot prospects.
My name is Stefan Kazakis and I’m the guy to call when you need to think BIG (ger)
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February 9th, 2012 2:54 pm
[...] (such as job hunting). His two articles ‘Help People Buy From You‘ and ‘Follow Up & Follow Up Again‘ are worth reading. Make sure you go read them and apply what he recommends, if it fits the [...]