We are in week #3 of the Maximize Customer Meetings sales team meeting agenda series. Our Meeting to Win subscribers get a new, 60-minute sales team meeting agenda by e-mail each Friday. This week Maximize Customer Meetings: After the Meeting is delivered to subscribers. I came across an article from Kelley Robertson on effective follow-up that supports this week’s topic. Enjoy!
The Impact of Follow-Up by Kelley Robertson
It never ceases to amaze me how few sales people make the time to follow-up after they have made initial contact with a prospect or customer. In the last few months, I can think of at least eight different situations in my own life (business & personal) when a salesperson did not bother taking this initiative. These included a landscaper who designed plans for our property, two different people who spoke to me about creating a promotional piece of literature for my business, a sales rep for a pool company, and a men’s fashion salesman who was asked to send information (I was very interested in his products). In each of these situations I was very interested in the product or service offered by the vendor.
This got me wondering…why don’t people follow-up? I think there are several reasons.
Read the rest here.
