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Added for You - Is Following Up A Waste Of Time?
In this day and age, most companies have computers with Internet access. If you have employees using the Internet for personal use, this can create a big problem for you. You may not want your employees using company equipment for their own use but could be in a situation where you haven't found a way to effectively manage this policy. Perhaps you'v
4. Follow-up should be in writing. Calls and emails are nice as a follow-up but putting something in the mail sends a message that your prospect is worth more of your time than a quick email.
5. Follow-up should ask an important elevator question. Tying a key benefit to the prospect with an elevator question will trigger their thinking.
6. Follow-up is not – did you get the inform
The cost of presenteeism has now surpassed the cost of absenteeism. Presenteeism, which refers to sick employees who come to work instead of staying at home, now surpasses $180 billion annually. Absenteeism, where the employee does not report to work, costs $118 billion annually and medical expenses and lost productivity.Employee “illness” c
I can tell you that on some occasions when I followed up the sales process – prospecting, presentation, overcome sales objections and ask for the business – I have closed the sale. I can also tell you that when I have done everything right during the sales process and followed up – no sale. Why the difference?
- Is it the quality of the prospect?
- Is the timing for the prospect not right?
- Is it the timing or quality of your follow-up?
- Is it just pure luck?
- Is it the competition?
- Is it in the stars?
There are dozens of questions that we could ask ourselves in hindsight. Some might shed some light on why sales were not closed and others might just be our justification or excuses. Effective follow-up can make the difference. It can help move a sale toward the close and follow-up does improve your professional image. But it must be timely and of value to the prospect not just a simple – thanks for your time.
Here are a few things to consider when following up on a prospect.
1. The sooner the better. The retention of information after 24 hours decreases very rapidly. After a few days – forget it. Wait a week and you might as well have not started with this prospect in the first place.
2. Follow-up should be personal. A hand written note along with any other documents gives what you do a personal touch.
3. Follow-up should be benefit-oriented. Your follow-up should state, summarize or mention a benefit to the prospect and not just list a feature or capability.
4. Follow-up should be in writing. Calls and emails are nice as a follow-up but putting something in the mail sends a message that your prospect is worth more of your time than a quick email.
5. Follow-up should ask an important elevator question. Tying a key benefit to the prospect with an elevator question will trigger their thinking.
6. Follow-up is not – did you get the informa
Many people believe that if you use expensive card stock or woven paper with a watermark on your r?sum? you have a better chance of getting hired. This may or may not be the case, however many r?sum? experts believe it is. Generally for my company I did most of the hiring and often I saw r?sum?s with the watermark upside down on very nice paper. I
- Is it the quality of the prospect?
- Is the timing for the prospect not right?
- Is it the timing or quality of your follow-up?
- Is it just pure luck?
- Is it the competition?
- Is it in the stars?
There are dozens of questions that we could ask ourselves in hindsight. Some might shed some light on why sales were not closed and others might just be our justification or excuses. Effective follow-up can make the difference. It can help move a sale toward the close and follow-up does improve your professional image. But it must be timely and of value to the prospect not just a simple – thanks for your time.
Here are a few things to consider when following up on a prospect.
1. The sooner the better. The retention of information after 24 hours decreases very rapidly. After a few days – forget it. Wait a week and you might as well have not started with this prospect in the first place.
2. Follow-up should be personal. A hand written note along with any other documents gives what you do a personal touch.
3. Follow-up should be benefit-oriented. Your follow-up should state, summarize or mention a benefit to the prospect and not just list a feature or capability.
4. Follow-up should be in writing. Calls and emails are nice as a follow-up but putting something in the mail sends a message that your prospect is worth more of your time than a quick email.
5. Follow-up should ask an important elevator question. Tying a key benefit to the prospect with an elevator question will trigger their thinking.
6. Follow-up is not – did you get the inform
If you are in a job search and aren’t receiving viable hits, it’s time to walk a mile in an employer’s shoes. Okay, I realize what you may be thinking. For just one day, you would like an employer to walk in your shoes so they can be sympathetic to the stresses you are going through on a daily basis. That makes sense, since what most of us want is t
Here are a few things to consider when following up on a prospect.
1. The sooner the better. The retention of information after 24 hours decreases very rapidly. After a few days – forget it. Wait a week and you might as well have not started with this prospect in the first place.
2. Follow-up should be personal. A hand written note along with any other documents gives what you do a personal touch.
3. Follow-up should be benefit-oriented. Your follow-up should state, summarize or mention a benefit to the prospect and not just list a feature or capability.
4. Follow-up should be in writing. Calls and emails are nice as a follow-up but putting something in the mail sends a message that your prospect is worth more of your time than a quick email.
5. Follow-up should ask an important elevator question. Tying a key benefit to the prospect with an elevator question will trigger their thinking.
6. Follow-up is not – did you get the inform
The aim of this article is to help you learn how to develop your interviewing skills and secure the position that you are seeking. This article is intended for professional’s young and old alike.The first thing that you have to do is know yourself. If you do not know yourself then you will not be able to present yourself to others. It does
2. Follow-up should be personal. A hand written note along with any other documents gives what you do a personal touch.
3. Follow-up should be benefit-oriented. Your follow-up should state, summarize or mention a benefit to the prospect and not just list a feature or capability.
4. Follow-up should be in writing. Calls and emails are nice as a follow-up but putting something in the mail sends a message that your prospect is worth more of your time than a quick email.
5. Follow-up should ask an important elevator question. Tying a key benefit to the prospect with an elevator question will trigger their thinking.
6. Follow-up is not – did you get the inform
Some speakers say, “I could never use humor in my speech; I just don’t feel comfortable with it.” I believe that anyone can use humor and that it is a valuable tool in speaking. Appropriate humor relaxes an audience and makes it feel more comfortable with you as the speaker; humor can bring attention to the point you are making; and humor wil
4. Follow-up should be in writing. Calls and emails are nice as a follow-up but putting something in the mail sends a message that your prospect is worth more of your time than a quick email.
5. Follow-up should ask an important elevator question. Tying a key benefit to the prospect with an elevator question will trigger their thinking.
6. Follow-up is not – did you get the information I sent. This should one be self-explanatory if it isn’t please register for my Fundamentals of Sales seminar in Charlotte in June. See my website for details.
7. Follow-up should encourage further dialog. The purpose of follow-up is not to give the prospect something to read or do. It is to help you continue a positive dialog with them.
8. Follow-up should create a sense of urgency. If you are sure how to do this - see number 6six above.
9. Follow-up should demonstrate that you are listening to the prospect. By including in your follow-up something the prospect said, asked or did tells them you were listening and not just going through the motions of another sales call.
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