Follow-up

Follow-up

Hot leads! Warm Leads! New Leads!
Do you follow-up correctly? Most business owners and sales representatives do not follow-up at all and when they do they do not do it correctly.

1 - use the same method of communication the lead used to contact you when you respond (if they sent an e-mail, respond by e-mail before you phone)
2 - respond in a timely manner? 24 hours is the traditional acceptible time period. Definitely follow-up within a week.
3 - respond with the information they want. If their question is how much then answer that question before doing the rest of your sales pitch.
4 - use a variety of communication tools to follow-up -- mail a thank you card, e-mail, phone and even visit.
5 - track your follow-up so you know when you last contacted them and if you actually connected or not.
6 - stay on top of leads so that you do not forget anyone but do follow-up on old leads as well.
7 - respect their requests -- not ready to talk for three month then make yourself a note to call in 2 1/2 months to book that 3 month meeting.

Check out the Shape Up Your Sales Workshop offered by Cheryl Rankin, Fit For Business on Tuesday, May 11th. For details, www.fitforbusiness.ca or www.fitforbusinessspring.eventbrite.com .

This sales training in Mississauga includes 3 hours of sales training for small business owners and sales reps and a one hour consultation.

Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
www.fitforbusiness.ca