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Have you ever had a service company just show up at your door even though they told you someone would call first?

Have you ever had a co-worker promise they would get information to you but then drop the ball?

Have you ever asked a sales person to get back to you on a proposal but then they never did?


What was your impression of that company, co-worker, or sales person when they didn’t follow-through?

It probably wasn’t favorable. You realize that you can’t count on them to do what they say they’ll do.
   
Follow-through: an essential element to building your personal brand.
A brand carries with it the promise of expected benefits. Every time a promise is not delivered, the brand suffers.

Promises are easy to make, but not as easy to keep. But if you want to build trust, you have to make good on your promises.

“Say what you’ll do, then do what you say.” Author unknown
 
This separates people who achieve bigg things from people who don’t. Even if it’s just a little thing, you risk leaving the impression that you don’t follow through.

We often have the best of intentions, but it’s impossible to judge someone on their intentions. So we do the only thing we can do – we base our opinions of people on whether they deliver on their promises.

Be careful not to over-promise.

If we surprise someone, we should surprise them in a good way – by doing more than we say we’ll do. It’s not good to disappoint them by doing less than what we say … or not doing it at all.

Today’s bigg action item – Develop a system to record every promise you make.

Do whatever works for you, whether that is an old paper system or something using new technology.

One simple way to do this is Jott. Whenever you make a promise, just call and leave a message about what you need to do. Jott will send you an e-mail or text message reminder. That coupled with your personal calendar can keep you on track. Here’s the best part – Jott is a FREE service.

There are two keys to making any system like this work:

  • Budget a little extra time after each activity.
    This will allow you to write down or record anything you promised.
  • Make it a habit.
    Really focus on using your system every day for the next two weeks.

Or you could do what George does. Mary-Lynn reminds him of his promises. Speaking of which, he has to go pick up the dry cleaning that was ready last week!

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Get Your Prospect’s Permission to Persist for Success in Sales

By Bigg Success Staff
04-02-08

Career Builders

prospecting 

Being persistent is good. Making a pest of yourself is bad. But how do you know when you’ve crossed the line?

Get your prospect’s permission to contact them again!
Take a hint from internet marketers – they get permission to send e-mails to their prospects. It’s called permission marketing. You’ll practice permission selling!

If they ask you to contact them, you’re not being a pest by doing so, are you? So getting permission is the key.

It’s easily done in two-steps:

1. Ask them when you should check back.

2. Then do it!

Most sales people do great with Step 1. Many fail miserably on Step 2.

In order to execute Step 2, you need a system that alerts you that it’s time to follow-up.

You may use advanced contact management software or simple index cards.

It doesn’t matter as long as it works!

As long as you follow-up when your prospect asked you to do so, you’ll have a leg up on many, if not most, of your competitors.

It sounds so simple, but apparently it’s not. Because if it was, more people would do it! So it’s not easy, but it is effective.

3 reasons why follow-up is so important


#1 – Test

Your prospect may be testing you. After all, if you don’t follow through as requested before you make a sale, how can you be expected to perform after a sale has been made?

#2 – Sales cycle

The length of your sales cycle depends on your product or service. However, many items require multiple calls to even give a proposal, let alone make a sale.

If you stop following up, on average, before you’ve reached the number of calls it takes to sell a typical prospect, you won’t succeed in sales. You have to persist, persist, persist.

But keep this in mind …

#3 – Busy, busy, busy
Your prospects are as busy as you are. Perhaps even more so. Your conversation may hold a higher priority in your mind than your prospect’s at that point in time.

That has nothing to do with you, your company, or what you sell. So you need to contact your prospect on the date they requested until they buy from you. After all, they’ve given permission to do just that!

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