How Boring is Your Sales Follow-Up?

Do you know what the number one problem with sales follow-up is?

In a word…it’s boring! It’s mind-numbing, eyes glazed over, fall asleep in the middle of it, boring.

Too many salespeople in too many sales organizations practice a check-the-box approach to their follow-up. They send the same boring e-mail with the same boring text.

(Insert yawn here)

Effective follow-up is about standing out by doing something different. And here is a very effective rule to follow.

Before you press send or make that phone call ask yourself a very simple question: “Would I be impressed by what I’m about to send?

If it wouldn’t impress you, then please – for the love of all that is holy – refrain. You’ll be doing your customer a favor. If you wouldn’t be impressed by what you are sending, then why would they be?

Instead, spend a few minutes coming up with something that really does stand out.

Here are a few suggestions:

  • Send a personalized video, taken right from your own cell phone, showing a product feature that you know will mean something to that particular prospect.
  • Instead of sending an e-mail, ask one of your best clients to do that for you. Have them send an endorsing message to a strong prospect.
  • Do some research and find some form of content that will be beneficial to your customer, even if it has nothing to do with the purchase.

Use these tips or find something else that you can make your own.

All it takes is a little creativity. It’s really not that hard.

But please – I implore you on behalf of all customers who are bored silly by lame follow-up…

Be unique and do something different. Your customer will thank you for it.


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About the Author: Jeff Shore

Jeff Shore is the Founder and CEO of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.