Tip # 19 – Follow through with everyone

March 4th, 2011 @ admin

Following through with everyone you meet is a sure way to ensure that you do not miss any opportunities. In tough times you have fewer deals that are being made, so fewer opportunities that are out there to be had. So make sure you follow-up on and follow through with everyone that you are talking to. You cannot afford to drop the ball and loose a deal.

I have been in conversations on the topic of How much of sales is Art or Science? My take on this is that it is both. There is a science to sales and one of the scientific practices is that it is a numbers game. Working through a larger pool of prospects improves your chances for closing more deals.

It is amazing how the more people you find and talk to, the better off you are – you will notice (if you learn to qualify people well) how potential deals end up being spread out through different horizons of time. A lot of it depends of company’s budgetary cycles as well as your customer’s sales cycles. Protect yourself – reach out to as many of the right people as possible and Follow through with everyone!

Case in point:
I assisted a client a few years ago; that historically had grown only about $150,000 to $300,000 a year over the last 10 years. One of my first suggestions to them; was to stop calling on and chasing new business at the rate they were. I asked them to begin following up on all their past clients. Guess what? After a year of doing that; they grew revenue by $1.2Million. Something they had never done before in their entire history of being in business for 41 years.

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Category : 25 Tips to Selling in a Recession &Blog &Business Strategy &Leadership