Good Morning Fellow Follow Uppers,
Though we are a 1-call close company, there are a number of times we leave a quote. Admittedly, a number of us just leave the quote and don’t follow up with them. I personally have married into a family that will NEVER buy anything on the first appointment (even when they want it). They even tell me they are waiting to see if the sales person will call back and follow up. Each morning as we print our daily appts from ecp, if we were to go to reports/sales appt review and just print that page off also, it would make it very easy to place a quick follow up call.
When we call back on a quote…how much time do we have to make that all important connection and get the customer interested in hearing more? 3 seconds, 20 seconds, 1 minute…you tell me.
We live in an "immediate" era in which people make decisions in an incredibly short amount of time. We’re fast, distracted, overwhelmed and impatient and woe to the person that can’t nail their intro quickly.
Now don’t get me wrong. I’m not suggesting that we tell a person everything there is to know about us and our business in 3 seconds or less. What I am saying is that we use all of the tools at our disposal to win their attention long enough to get back in the door.
Our tone, manner and inflection: come on, we all know people that regardless of their message sound boring and dispassionate. No one wants to listen to them let alone buy anything from them.
The words we say.
Get to the point quickly. How long do we wait before we get to the good stuff?! Heck, lead with it – why start with a crummy appetizer before getting to the awesome first course. Remember that people are impatient. Yep, let's hit them with our best shot. Reel them in and keep them hanging on our every word. They'll listen to us, but don’t make them wait too long.
“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” ~William Clement Stone
Let’s embrace an attitude of follow up today!!
Floors By Tomorrow
Auth Rep of Empire Today
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PS: we are out of stock on Hunters Dock – Belt Buckle until Gina tells us otherwise.