effective follow-up

5 Steps To Effectively Follow-Up Prospects

Follow Up

What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. I had to read that twice before it sunk in. What causes it? Lack of time? No desire? Carelessness? Laziness? I don’t…

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A Powerful Tip For Following Up On Literature

The cold call went so well, you wished it were recorded so you all of your peers could hear. The prospect sounded glad you called, and seems anxious to receive your information package. However, when you call back, it sounds like you are talking to a totally different person. Suddenly, the prospect became defensive and short. The rapport you established…

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Even After All Of This “Web Stuff” You Still Need To Engage With Your Prospects

You made the initial contact through LinkedIn. You then directed the prospect to your company website for additional information. You emailed more documentation and now it is time to call to set an appointment. Fear begins to set in. Will you face a strong gatekeeper screen? Will the prospect have time to talk? Will your voice present the wrong image…

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