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.
Over the next few weeks I will be discussing networking basics to insure your success! Some of these may seem very simple or obvious and that is because they are! It’s funny but I find the simple and obvious things, the steps we know we should do, are the very things we neglect to do!
Why is this? Are we just looking for ways to sabotage our success? Do we do this consciously or unconsciously? What is it that prevents us from doing the things and steps we know will insure our possibly guarantee our success?
Recently a friend asked me, “What would you do if you knew you could not fail?”. Thinking about this question brings another question to my mind… How many, projects, careers, or dreams are you playing in right now? In your career are you playing at 10%, do you have a dream you are working towards, yet only putting a 20% effort into it? What would happen if you played at 100%? What would happen if you knew you could not fail? Would you play at 100%? Would you take the small steps everyday to guarantee your success?
For some reason I am reminded about a post on Seth Godin’s blog, How to be Remarkable. It’s a top 10 list on how to be remarkable to your clients and a must read. You will find being remarkable is just like having success! It’s not hard, there is no magic to it, it’s just a few simple steps done repeatedly over time!
Keep a look out this week for the Networking Basics! Each time you read one think about how you are playing in networking, think about how you might improve or add one of these basic steps to have the success you are looking for! If one of these basic steps comes to mind now, take a moment and leave a comment so I can add it as one of the steps for everyone!