I met with a business owner today who is the chief (and only) sales rep. The company is a very successful digital shop in a bustling metropolitan marketplace. They are having wonderful success in getting appointments with new prospects. The meetings they have are great. The snag is that there is very little, if any follow up. We discussed a fairly straight forward follow up process that the marketing director will coordinate to take advantage of these wonderful first meetings and I'm convinced that they will follow through as I'm holding their feet to the fire on this.
Now, look in the mirror. How's your follow up process. Do you have a plan that is easy to implement, repeatable and provides the metrics of success that will help you and your company benefit from your hard work? If you don't, I would encourage you to build one so that you don't experience the After the call let down... Happy selling!
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