Effective follow up advances the sales dialogue rather than restating it.
Follow up is about taking opportunities to explore emerging customer needs, surface nascent concerns, and address all stakeholders. Follow up is what maintains, or even increases the momentum of the sale.
In Richardson Sales Performance’s brief Three Mistakes Sales Professionals Make When Following Up, we show why those who recognize the need for a sharper follow up strategy have a unique advantage that requires nothing more than some extra attentiveness and conscientiousness.
In the brief we show the three common missteps of:
- Using follow up messaging to seek guidance rather than provide it
- Communicating broad messaging that lacks customer-centricity
- Addressing only a narrow range of stakeholders