Many people find the pressure of sales difficult and it can become a bad habit to drop the ball once that prospect has finally put pen to paper. There are five key steps to the successful sales process and guess what number five is? Following up.
We’ll talk about these key points later, but it’s important to note here that a follow-up is the final step so, by definition, it comes after the signing of the dotted line. Here’s why this is one of the most valuable stages in the sales process.
Not Following up is Throwing Away Sales
One of the most powerful tools the salesperson can acquire is a referral. There’s often some debate over how many cold calls a referral is worth, but if one thing’s certain, it’s a lot. The power of having a name upfront with a positive recommendation waiting on the other side significantly increases the chances of a sale, and that’s putting it lightly. This is without going too far into the subject of whether or not you’ll be winning your new client’s return business if you fail to follow up correctly. By the way, you won’t if you don’t…