Selling For Dummies, 4th Edition

Chapter 14

Following Up and Keeping in Touch

In This Chapter

Understanding who to follow up with (and when)

Knowing what clients expect from a follow-up

Using follow-up methods successfully

Getting results with simple thank-you notes

Making the most of any follow-up

Practicing consistent and persistent follow-up is proven to be one of the most important factors in successful selling. That’s why developing an organized, systematic approach to follow-up, while individualizing your chosen methods with your own creative flair, works to your advantage.

With advances in technology, some professional salespeople are practicing highly structured, thorough follow-up methods. They’re not only following up with qualified leads and company leads but also reaching out to people considered marginal inquiries — that is, people who may not represent a sale but can open doors to other potential clients. If you want to compete with the big boys and girls in the world of sales, you must make follow-up ...