We’ve all read the statistics about the importance in following up:
- 92% of salespeople don’t follow-up more than 4 times
- It takes 5+ follow-ups 80% of the time
- 70% of salespeople don’t have a CRM
If we’ve said it once, we’ve said it a million times. SALES IS A GAME OF PROBABILITY.
If you’ve been in sales any amount of time then you’ve learned the fortune is in the follow-up.
However, there’s a trend we’ve seen in the market lately that isn’t about follow-up but rather follow-THROUGH!
The quickest way to build a brand is by consistently following through on what you say you’re going to do. Conversely, the fastest way to destroy a brand is by not following through.
The reason so many people are poor at follow-up is that they didn’t follow-through on the front end.
“Yes, I’ll give you a call tomorrow (insert name).”
But since the salesperson never wrote it down or plugged it into their CRM system they forgot to do it. And 3-weeks later they are too embarrassed to do so.
Brand reputation is one of the most underrated traits of entrepreneurs (solo-preneurs).
Professionals only have time for other professionals who follow-through. The opposite are amateurs who create an emotional tax on your time and energy.
Personality gets our foot in the door. Character is what keeps it there. Character is consistency that over time creates reputation.
Professionals follow-up-to-follow-through on their value. They have a “fight club” mindset that they are just as good or bad than anyone else in their industry. It’s their obligation and duty to FIGHT to earn the business because they know they can help the other person.
They GO FOR NO!
Definition of follow-through: to press on in an activity or process to reach its full completion.
What does great follow-through look like:
- Do what you say you’re going to do when you say you’re going to do it.
- Have systems in place to decrease slippage or the chances of something falling through the cracks.
- Follow through in ALL areas of your life (not just sales)
Part I: As soon as you give yourself permission one time to be late, push something off, or do it when you feel like it then the odds of repeating that behavior drastically increases. Stop giving yourself an excuse to not do what you say you’re going to do when you say you’re going to do it.
Part II: How many times a day do you say, “I need a system for that.” Over 60% of salespeople don’t have a CRM which means the majority of people are poor at follow-up and follow-through. Create daily operations tasks and follow-through time to decrease the probability of slippage.
Part III: The most important area of follow-through is in your own life. Are you following through on chasing your dreams? Stop giving yourself an excuse as to why you aren’t making and keeping commitments to yourself. Hold yourself in higher regards than other people do for your own self.
I work with individuals in industries that are highly saturated and commoditized. What I’ve learned is it’s actually EASIER than ever to stand out. Assuming you do what you say (aren’t flaky).