Follow Up!

by Don Sanders, 01/10/2003

The one mistake that salespeople tend to make most frequently is limiting the number of times they follow up with a given prospect. In today's business world, there is an endless amount of competition for the prospect's attention. After an initial visit, always make more than one attempt at connecting with the person in order to increase your chances of closing a sale. Always call or visit at least twice, or in some instances three times, before you move on. The fact that someone does not get back to you after only one follow-up attempt is probably due to distractions beyond your control.

Moral of the story: The value is in the worth, not the number.