In this episode, I’m sharing with you a piece of our training at TSE Hustler’s League, a group coaching session that I have every Wednesday night. We talked about following up, why it’s so important, and how to do it more effectively.

TSE Hustler’s League is a one-hour group training with accountability as well as a separate groups that we do every week. Since I can’t play the entire hour here, I’m getting some snippets of the training and sharing them with you so you can better understand how following up is crucial to your sales and we’re sharing some ideas to do it effectively.

Here are the highlights of this episode:

What is following up?

• The act of communicating with your prospects

Reason many salespeople fail to follow up?

• Fear of becoming the “stalker”

Importance of Following Up:

• It shows trust and gives you the credibility to your clients
• Trust eventually leads to success in sales
• People do business with those they know, like, and trust.

When do you follow up?

• Whenever you say you’re going to.

Strategies in following up:

1. Have a clear next step.

2. Have a deeper analysis of their current sales process.

3. Set the rules before you play the game.

Put it out at the very beginning of the meeting that if they realize you’re not a good fit, then they should speak up, in the same manner that they tell you if you’re a good fit.

4. If they find you as a good fit, let them know about your clear, next step.

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5. Find out from them what their clear, next step is.

By the end of the meeting, you both know there is a clear, next step.

What to do when they’re not ready yet?

• If it’s not the right timing or it’s not going to happen right now, understand the reasons behind it and ask when is the next time that you can follow up with them.

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• Even if they’re not ready yet, just find out what particular day they would want to meet with you. Give some options.

More effective strategies you can do:

Set up a calendar invitation. Tag them in it. Put their email address or a notification.

Major Takeaway:

Don’t talk to prospects and get them all excited and not do anything about it. You have to close it and keep them going in the right direction. Set the next steps and help them to go forward.

Episode Resources:

15 Secrets Successful People Know about Time Management by Kevin Kruse

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