FOLLOW-UP FOR SUCCESS

• Plan your responses
  If This Then That
  How many times have you made the deal without ever having to follow-up on your initial pitch?
  If every sale was a one-step process, your success would only depend on contacting an ever-expanding number of people. But the business world doesn’t work that way does it? You make contact, you follow-up, you tweak your offer and add recommendations for implementation.
  And repeat until you achieve your goal.
  It’s a multi-stage process that requires nurturing and effort to be effective.
  Using the “If This Then That” (IFTT) rules for the follow-up, you can speed up your results by having a pre-designed sequence of actions and reactions that can help push your prospect onto the fast-lane towards making a commitment or relegate them to the slow-lane. This can maintain just enough contact to keep yourself in the running.
  A common sequence is:
  1. Initial contact
  2. Follow-up
  3. Meeting
  4. Negotiations
  5. Sign the deal
  Each step of the sequence has two outcomes: a positive and a negative. Your goal is to create ways to have each negative turn into a positive. You’ll know, through trial and error, what are the correct responses you need to make based on the actions or lack of actions from your prospect.
  Now get planning!