From The Street by Mike Krause

Answer: Immediately.

In the last couple of weeks I have requested a great deal of quotes from people. I would have to say on average they failed. Why? Answer Follow up! And when they did it was awful.

Here is an example of what NOT to do, I have deleted their names to protect the innocent.

Mr. Krause,

Thank you for responding. I will have that scheduled in my calendar Sir. I also would like you to know that the reason why I would like to talk to you today is because we are giving out packages at 50% off and this is the biggest thing that could happen. Just in case you would be interested, you can always call me back at 1-888 extension 1234. This offer ends today.

I will definitely call you up on Tuesday.

I look forward to hear from you soon.

Sincerely

The person above has NOT even talked to me and is offering a discount? How bad is this? Jumping to price is for the novice and weak.

Start following up immediately when the lead comes in, pick the phone up! I know that is a foreign concept to some, do not send a text or canned email. The lead does not get any hotter than in the beginning of the process.

The faster you follow up the better in my mind you have a chance to win the sales. Call them and ask questions, do not jump into price and offer discounts.

Good luck on your next sales call,

Mike

Join me on my new show: http://www.blogtalkradio.com/salessense

PS Still has not followed up after this email and I am waiting on some for 8 weeks……WOW!

Mike Krause is the Chief Sales Architect and owner of Sales Sense Solutions where he gives CEO’s VP of Sales and Sales Professionals stellar sales results they want by implementing the tactics, tools and high performance strategies they need.