Is your sales follow-up imposing on your prospects?

Because the online survey revealed that 80% of salespeople, independent professionals and small business owners who sell say they either find their follow-up a hit or miss process, or, feel like they bother people, here's something the sales reluctance coach would say: What is that all about?

Let's say you get a golden referral to your most perfect client.

You have the first meeting and the conversation goes seamlessly. Your prospect says they are interested, they think your product or service will do what they need and they want time to think it over.

You leave with knowing your follow-up is critical.

Darn!

You forgot to ask, "When would be a good time to talk next?"

You regret that and then you don't follow-up. You feel like you are bothering this - most perfect client.

There's some kind of belief you might have about follow-up that keeps you from following up. It's something to explore.

First, your prospect wants you to get back with them. Have you considered a nice handwritten, "thank you for meeting with me," kind of note?

Second, were you listening for more than buying signs? Were you listening to build your relationship by staying in touch with a phone call or email about something of interest?

Sales follow-up is not an imposition when your product or service does what your prospect wants or needs. You have an obligation to follow-up.

Patricia Weber
The Sales Reluctance Coach
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Intoverts Can't Lead? NO WAY!

INTJ is my Myers Briggs assessment for at least 20 years. Really. In that time I have: lead a sales organization of about 30 salespeople as sales manager; as president lead a women's business owner association with 150 members; as VP of Membership for another women's organization took the lead to get a directory online and I could literally bore you with these leadership roles.

I was reading Introverts versus Extroverts in which the author implies that only extroverts lead. Oh, there is one sentence eluding to that there are introverts who lead, "Some will lead in a realm that will be readily recognized, others will lead in their own quiet way."

I know I wasn't quiet in any sense of the word. Gee. I can remember one of my outside salespeople gifting me with contractor boots and note about "Kick Butt."

I think there are some cases that this is true that an introvert WOULD lead in an unassuming way. But to say that extroverts are going to be recognized as leaders and introverts will lead but not necessarily be known by doing - it's just not true.

What do you think?

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