Tip #2: Assign homework to both you and the prospect.
I think that one of the reasons that sales professionals do not follow up as well as they would like is that they don’t know what to talk about next.
Consider this: The National Sales Executive Association did a study and found that, “80% of sales are made on the fourth to sixth contact.” When I share this with sales professionals, they are immediately taken back.
Usually, they talk about how long follow-up takes and that they don’t want to be labelled a “stalker”. But I contend that if every time you communicate with your prospect, you either give them homework, or have homework for yourself, you will further engage the prospect and they will be looking forward to taking your call the next time. You become the trusted consultant and not the “pesky salesperson”!
I hope this tip helps you in your follow up this week! As always leave a comment.
Devin
Catalyst Consulting 