Suffering from Follow Up Burn-out?How to Reverse It

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The dynamic seems to have changed. Once, a follow-up

call would be politely answered; now, most are

ignored. How often do you follow up, if at all, once you

have been ignored?cc: Maryam Abdulghaffar عبدالغفار https://www.flickr.com/photos/47910063@N06 - مريم

Here are some of the realities about buyers:

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Buyers are making many more decisions than they used to.

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Buyers are being bombarded by information from all

directions.

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Buyers want to engage with salespeople later in the

process.

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If you’re a seller, you should consider these questions.

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Are you taking advantage of the opportunities provided by

social media?

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Social media can improve the flow of prospective buyers into the pipeline and weed

out those who are not interested or who will

ultimately chew up lots of time kicking tires.

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Are you ignoring buyers’ desire to educate themselves?

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We need to improve our awareness and our intuition

regarding follow-up

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We need to focus attention on those that our solution

fits.

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The Buyer Needs to Earn Your Time

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Engage in an active process in which I as the seller and my buyer accept action steps at

each stage.

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But the key point in a buyer earning a salesperson’s time

is that the buyer agree up front to be engaged in the

process of making an educated decision.

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Follow-up does not have to feel like nagging and neither

salespeople nor buyers should be disrespected

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Communication should be open and mutually beneficial

right out of the gate.

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Remember: Our job is to find people with problems that

our solution solves.

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