Why Follow Up Is A Waste Of Time!

  • bigstock-No-Time-to-Waste-BESTIt’s time-consuming
  • It can start a series of telephone tag or long email correspondence
  • It may dig up potential issues that you don’t want to deal with; feels like you are becoming a complaint handling department
  • Don’t want to bother people
  • Don’t know the right amount of time to wait if you need an answer
  • Would rather focus your efforts on getting more business if in a sales role, or fulfilling other more enjoyable business activities in general

TOUGH LOVE MOMENT – Suck it up!

Imagine if all of your competitors thought this way! You should be embracing follow-up and becoming your customer (or prospect’s) go to person!

Customers will respect you because your relationship with them is not complete after the purchase order number is given. They have put their hand up and said “treat me special“. Don’t take your current customers for granted and follow-up regularly.

  • If you have quoted a prospect, be sure to follow-up. Don’t expect that they will magically call you and give their decision either way. It may only take a brief clarification to secure the business
  • If you are following up to check on a previous issue, it may help prevent future issues
  • If it is follow-up after a sale, it may take care of minor issues before they escalate in to bigger ones

One of my biggest pet peeves is when a project stalls with somebody in the organization, due to the fact that others have not responded to them. That is always unacceptable. If you need to follow-up frequently via email, phone, or in person, get the answers that you need to move things forward. Never use others as scape goats for things being held up by you.

Successful sales and business people do things that they do not like to do every day to continue to grow and achieve a cut above the rest.

If you are not ready to “get your hands dirty” the time to change is now. If you are already a master of the “circle of follow-up“, congratulations!

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About Tim Mushey

Dynamic and energized sales rep, mentor and leader since 1999. This blog will be about sales, social networking, personal branding, leadership, music and having some laughs! Don’t be surprised if I mix it up on occasion, and talk about something totally different! I thrive on being part of successful, forward thinking teams. I am ready to go from the moment my feet hit the floor each morning, with the expectation that new adventures will be coming my way. It is rare that there isn't a smile on my face, as I take it all in, and have some fun along the way!

Posted on February 14, 2013, in Building Relationships, Business, Sales, Success, Tough Love Lessons, Value and tagged , , , . Bookmark the permalink. 9 Comments.

  1. Following up differentiates you from the rest.

    This step has to be genuine. You have to really enjoy following up. Otherwise your customer will see you’re going through the motions.

    I love following up!

  2. My question is; How does marketing (me) make the sales team follow up with the leads I give them more than once??… They seem to think that if they don’t get through on the first call then the lead is not qualified enough and they give up. ALSO, how do I make them pick up the phone and not email for the first contact? Please write a blog on that so I can send it to them!

    • Hey Lisa! Thanks for the note. You raise some very valid questions. I would love to do a post at some point. Knowing when to keep persuing a lead and when to let it go takes time to master. I myself got in the habit of leaving a short but effective voicemail and would say that I would send an email immediately as well. That way they could hear my voice, get a sense of who I was, but probably just respond to the email. It is my experience in a very busy society that there is a greater chance that somebody will respond to the email then pick up the phone. Opinions differ on that though. Thanks again..

  3. Tim, I am not an outside sales person, but every business needs to sell itself. Your article applies to all of us in business. Thanks for the great information!

  4. Love the catchy tagline Tim and the post is an awesome follow up! Fantastic tips my friend!

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