Hang In There (Even After Losing A Sale). Here's Why...

Article Date: June 5, 2006

1). Most other salespeople don't. They cut and run. Keeping in touch re-enforces your real interest and your integrity.

2). Things can go wrong. Misunderstandings can occur, particulary in pricing. You want to be there to catch your prospect if he falls.

3). It can generate referrals. People often mention a couple of favorites. ("I'm using ABC now, but I really like the guy from CBS who has kept in touch even after I selected someone else.")

Make sure your followups are low key and not pesty. Use quick emails, phone calls or voice mails ("Just checking in. I hope things are going well. Always feel free to call me if you want to compare notes.")

I have had more than one prospect come back to me by staying in touch after I "temporarily" lost an order.

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