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Persistent Follow-up Leads to Sales

I am a firm believer that every contact I make is a potential sale waiting to happen. When a prospect says, not now, no or maybe it is only a delay in a purchase from them or from who they refer. Here is an example of how persistent and professional follow-up can transform you current leads to sales.

I have been shopping for a video conference service to hold meetings with clients. It is not a necessity, but it might be the next step in working in a virtual world for me. I have tried a few services but only one representative has consistently followed-up with me to keep me informed of promos and my temperature to buy.

I am sold on the technology and a provider but I still don’t have an immediate need. When a friend of mine was sharing his frustration with getting people from around the state to monthly board meetings I recommended video conferencing. Who do you think I recommended? Yep, Natalie Zaraya at Mega Meeting (, the one representative that has been caring enough to following up.

Natalie has persistently and professionally followed-up with me over a six month period. Her emails are informative and she is willing to make personal follow-up calls. Her effort has resulting in me (a prospect) becoming part of her marketing network.

The point is this; Every-time you are presenting yourself, your product or service, you are marketing. Marketing is all about generating interest. While you are following up present yourself in a way that is not only interesting to the prospect you are calling, but to who they know. Every contact done well will payoff in more business. It might be time to look over your database and see who needs a follow up.

Rene is the President of Sales Manager Now, a company that provides fractional sales management services to small and family-run businesses. He has twenty-seven years of experience in sales leadership, coaching, and consulting. He is also the author of the Part-Time Sales Management handbook and is based in Auburn, California.

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