Revisit the follow up!

Nicola Lutz   Sell it in English 7/2019

To be in with a chance of making a sale, you need to follow up on leads. If you don’t, then you lose the connection, and the lead goes cold. Yes, I know you know that. But are you doing it? Enough?

Sales legend has it that it takes 5-8 minimum follow-ups to make a sale.

It turns out this hasn’t been proven but I’m of the strong opinion that it is correct. And frankly, if you don’t follow up and they don’t buy, it’s a quick win to try and convert them by adding more steps into your sales process.

If you don’t ask, you don’t get, basically

If you think about your current buyers, you’ll draw the same conclusion – they are, 99% of the time, those you had several follow ups with, chats or meetings.

And – if you don’t follow up – how important is their business to you? If you don’t follow up you’re sending a clear message that you’re not that bothered. Is that the impression you want to give your prospective clients?

Here are a few recent examples of leads being dropped due to a lack of follow up. These are by real salespeople I’ve spoken to in the last few weeks. They are very common, and we can improve on every one of them.

  1. We reply to the web enquiry, giving them prices and details on the option they’ve enquired about. Then we don’t hear back.
  2. I follow up after every meeting with an email and then I forward it to them again if they haven’t replied.
  3. When I follow up by ‘phone they often say ‘leave it with me’

You may be looking at these examples and seeing exactly what can be done, but I guarantee that most salespeople won’t be doing it.

So let’s go over it – humour me.


Full access available for logged users only. Log in or select the best subscription option here.

Log in Order a subscription

Check also