O'Reilly logo

Selling For Dummies, 4th Edition by Tom Hopkins

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 14

Following Up and Keeping in Touch

In This Chapter

arrow Understanding who to follow up with (and when)

arrow Knowing what clients expect from a follow-up

arrow Using follow-up methods successfully

arrow Getting results with simple thank-you notes

arrow 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 ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required