If you arrive to the meeting with self-centered intentions, you know that prospect won't care to hear from you again.
Prospects love to buy stuff, but they hate to be sold.
The stigma of the fast-talking salesman is strong.
No one likes him anymore. In this "me first" era, you HAVE to be different.
It's one thing to earn the right to follow up once, but making 5+ contacts and staying on the prospect's good side, without pissing them off?
Well, that's no easy task.
Which is why so few salespeople have any kind of serious follow up game.
These are also the same salespeople who get pissed once they've realized the prospect bought elsewhere.
Many companies have lost all faith in their salespeople following up.
Because of this, we have auto-responders, email sequences, blast sly dial calls, and even more creative ways to chase our prospect, which don't rely on an actual live salesperson.
Salespeople have missed the mark so badly on this one because their job has been outsourced to the Internet.
If you position yourself as the "helpful expert" you'll find your prospects welcoming your calls, texts and emails.
You'll find them thanking you for following up and promising to buy soon.
It's your job to stay on top of that contact until they buy.
If you're like me, and you know what you sell is the best solution for the prospects you serve, you should stop at nothing to sell as much as you can.
Stopping at nothing, includes follow up.
And remember it takes 5+ follow ups before a prospect becomes familiar with you, so you need to stay in touch with the prospect in a creative way that doesn't scream:
"HEY I'M OVER HERE STARVING FOR BUSINESS. PLEASE BUY FROM ME!!!"