One of my readers, M, emailed me that he basically hates to follow up.
It makes him feel desperate...
It makes him feel like a "salesman" (in a cheap, cheesy way)...
It makes him feel like a jerk..
He hates doing it. He doesn't want to do it.
My response?
Fine. You can take that route... but... understand this:
80% of Sales Require 5 Follow Ups
Yes, you read it right: If you're going to close a deal, you'll need 5-6 contacts with the prospect (on average).
That means if you're a one-shot wonder... and refuse to follow up on your leads... you'd better get used to small, infrequent checks.
So, what's the problem? Following up is too much trouble? "Cheapens" your image? Eats up too much time?
Get over it.
If someone has already been qualified... raised their hand to tell you they're interested in what you're selling... and reached out to you to inquire about your services, that's a big deal. Shame on you for being so cavalier about it.
Would You Be Surprised If I Told You...
I actually appreciate when a salesperson follows up (honestly, it happens so rarely)?
But not just that... if someone follows up and does it in a professional manner, I'm that much more impressed with them. It tells me that they really want my business and will work hard to make me happy.
I'm even more eager to give them my business.
I bet you never thought of it that way, huh?
I'll stop right here then.
Tune it tomorrow when I'll share with you one of my greatest follow up secrets. I think you'll love it.
