Following up with your prospects is one of the most important steps in the sales process. If your prospect does not make a decision to buy or retain your services at your first meeting following up becomes the most important step.
There are many ways to follow up with your prospects and one of my favorites is through gratitude and appreciation. Before dialing, emailing or writing a note take a moment to think about your prospect and your last meeting. Is there something you discussed in your last meeting that gave you an idea or helped you in some way? Did you learn something new about how your product or service can help a future prospect or customer? Did your prospect possibly give you a referral or a lead? These are all great examples of how you can follow up with gratitude.
Think about the last time someone expressed gratitude or appreciation towards you. Was it in person, on the phone, via email, or maybe you received an unexpected thank you card? Think about how this small act of gratitude made you feel. This is the same feeling you create with your prospects when you appreciate them. This feeling creates a stronger relationship with your prospect. By building on your relationship you are attracting your prospect to convert themselves to the sale or another referral.
Try out following up with gratitude after your next few presentations and let me know how it worked for you. If you currently do this in your follow up process leave a comment and tell me how it is working for you.