I’ve been working with one of the most disciplined salespeople I have ever seen in terms of follow up.
I am sure she is working off of a CRM platform, but I can set my watch by her weekly calls, follow up emails and various tools her company allows her to deploy in terms of special offerings and deadlines.
The whole process gets right to the edge of being slightly annoying except . . . it works! I have been purchasing the services and yes, when I am reminded that it is time for a re-order, I step up. But without the extra pressure, I am quite sure I would procrastinate or even let the whole thing dissipate over time.
There is a name for this process of following up and not being afraid to get right to the edge . . . it’s called “sales.”
This salesperson has figured out that it is not her job to be popular and that, if she is afraid to press a little, prospects may like her but she will not close enough to make a living.
There are all sorts of happy go lucky door openers in our business who mistake a lunch for an order.
There are far fewer people who can open the door and, when the time is ripe, turn up the heat and push for the close. They are among the elite in the sales world.
How is your sales follow up process? Can you push yourself a little further toward the edge this year?