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How to follow up effectively

What is the key to effective follow up? - by Thomas
What is the key to effective follow up?
This is too easy. The key to effective follow up is... follow up! I'm not kidding. If you will just follow up you'll be doing more than most and that will put you in a better position to land the deal. - by Houston
Phone. Email. Letter. Fax. ANYTHING!

JUST DO IT!

I think that phone is best. So is email. Do what your client does most. - by ginac84
What is the key to effective follow up?
The key is timely and relavant contact that furthers the sales relationship. thmbp2; - by Liberty
The key is timely and relavant contact that furthers the sales relationship. thmbp2;
Agreed

Where I used to contact customers when daily sales were low, I'm now setting appointments for timely follow-up calls. It seems to be working effectively so far.

I guess be genuine with your approach. If you say you are calling at a certain time, make sure to follow it up and be true to your word. - by MrCharisma
I thought there would be more to it than what everyone is saying. Assuming that I am following up with people are there any guidelines for effective follow up? - by Thomas
Houston is right - just do it! Profound and powerful.

In my business there is prospect follow-up, new customer and new distributor follow-up. Each has a different purpose and I set each up ahead of time by arranging a time to follow-up. Success in my business is dependent upon follow-up and without doing it I would be DOA.

MitchM - by MitchM
The more I ask the more I see how much I'm doing right. bdybldr; - by Thomas
I thought there would be more to it than what everyone is saying. Assuming that I am following up with people are there any guidelines for effective follow up?
Sure there are guidelines. 1. Always have some new information to offer when you follow up - another reason to consider your product or service, a bit of news about your industry or a company in the prospect's industry. 2. Always be polite and professional. 3. leave a voice mail message - slowly repeat your name, company and phone number 4. keep a log of your follow up calls so you can refer back to them - "I called you back on (date)". 5. after several attempts, if the preopsect has "Gone Dark", try something else, like a letter or card, an email, or try reaching someone else at the account to find out what's going on. - by degiulio
I agree with degiulio. There's certainly an art to following up - not just an action.

To continue his last thought - repeating the same results over and over again expecting a different result is the definition of insanity!

Follow up by voicemail, then again. If you don't get a response, try something new.

Maybe send an email indicating you've called and haven't heard back - you know they're busy, would scheduling something on their calendar make more sense?

If it's a big company, I've also tried going through their admin instead of direct. Either they'll help you get on their calendar, or they may be more direct that you're wasting your time.

Either way, try different things and see what works for you. As others have indicated, the fact that you're following up already puts you ahead of the game.

Best,
Stephen - by sfrenkel
I agree with everything that has been said above. One thing on leaving messages that I have found very effective, is don't give them any information, just get their attention and curiousity so they call you back. I love to use something along the following:

"Good morning/afternoon/evening Mr. Customer. It's John from Clark Chevrolet. I was going over some of the information I gathered the last time we talked, and I believe I have found a.) something to similiar to what you are looking for or b.) a way to get pretty close to what you were looking for. If you would give me a call back as soon as you can. You can reach me directly on my cell at 905-7250. Talk to you soon.

This get's their attention about 75% of the time and usually get a call back. - by jrboyd
Position yourself in the sales process different from the start so you are not chasing the prospect all the time. That is no fun for the sales person or the prospect. Having to persuade, push, and "close" are sales skills that are still around