Follow-Up Doesn’t Have to Feel Like Chasing People

I think a lot of opportunities get lost simply because we assume too quickly that somebody isn’t interested.

A customer doesn’t answer the phone.

They say they need to think about it.

They want to talk to their spouse.

They tell you to call them another day.

And after one or two attempts, we start telling ourselves, “They probably don’t want it.”

Maybe they don’t.

But we really don’t know yet.

People are busy. They forget. Something else becomes more important that day. Sometimes they genuinely need a little more time.

That’s why follow-up is such an important part of sales.

And I don’t mean calling someone every day and asking, “Are you ready yet?”

That would annoy me too.

Good follow-up should feel like continuing a conversation you already started.

If price was their concern, come back to that.

If they wanted to talk to their spouse, ask how the conversation went.

If there was something you promised to check for them, come back with the answer.

One thing that also helps is setting the next step before you hang up.

Instead of saying, “Okay, call me when you’re ready,” I would rather say, “Why don’t you take a look at everything tonight and I’ll give you a call tomorrow afternoon?”

Now nobody is wondering what happens next.

And when you call tomorrow, it doesn’t feel like you’re chasing them. You’re doing exactly what you both agreed to do.

Sometimes a quote really is dead.

But a lot of times, the sale isn’t lost.

The conversation just wasn’t finished.