4 Reasons that Your Follow-up Fails

Are you running as fast as you can and getting nowhere fast? Read on to discover…

4 Reasons that Your Follow-Up Fails

1. Lack of prioritization

If you’ve been in sales for any length of time, it is impossible to follow up with every prospect personally. You simply don’t have the time. Many sales professionals, however, treat every prospect exactly the same way. They follow up with every prospect in exactly the same manner. They follow up with teeny tiny opportunities the same way that they follow up with huge opportunities.

The harsh reality is: All prospects are not equal.

All prospects do not require the same follow-up. Spend the bulk of your follow-up time with those prospects that are most likely to buy from you.

2. Lack of organization

Following up effectively takes organization. You need to know which prospects you are following up with, what has already transpired and what the next step is in your sales process. Appropriate software solves many of these problems. It is simply too difficult to rely on Excel spreadsheets or your notebook. In addition, having appropriate software enables you to automate parts, if not all, of the follow-up process.

3. No system

In order to follow up effectively, you’ll need to determine: How will you follow up (phone call, email, text etc.)? What are your goals for each communication that you have with a prospect? How often should you contact your prospects? When should you let a prospect go? These questions, along with many others, need to be answered before you even begin. Too many sales professionals do not take the time to develop their process and so are left winging it every time. When you have a process in place, it is much easier and far less time consuming to reach out to the prospects you need to contact.

4. Fear

Fear of rejection can keep sales professionals from following up adequately, or at all. Many worry they are being “too pushy” or think, “If the prospect is interested, they’ll contact me.” Some fear the anticipated devastation of having a prospect say, “No.”

Prospecting and follow-up are business transactions. Prospects may say “no” to your offering. They are not saying “no” to you.

Failed follow-up can be fixed. Eliminate these reasons that your follow-up is failing and see the results in your bottom line.

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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