Follow Up or Fail
Octopussy video Riders “I want to talk it over with my husband.”
How many times have you heard that line?
How many times have you considered it a deal-killer, a sure sign that the prospect could care less about buying your design services or products?
And how many times, then, have you failed to follow up?
A New Jersey furniture dealer realizes that following up fast is critical in a soft economy like this.
That’s why the dealer, who asked not to be identified, recontacts tonight the wavering prospect he met today.
He calls at 7 p.m. or so, and guess who often answers: the husband. The dealer gives him a personalized sales pitch and, voila, he closes the sale over the phone.
Design professionals in general do a crummy job of following up with prospects. So, for that matter, do those industry partners who spend thousands preparing to exhbit at design trade shows, then fail to follow through on the leads they get.
Who was it who once said: “Quitters never win, and winners never quit?”
The best strategy for dealing with prospects, especially the more promising ones: Go until you hear “No.”