COME AND GET IT

I am making a concerted effort to be sure what I discuss here is positive and good and helpful. But, sometimes, we need to acknowledge and examine negative experiences to learn from them.

During January, I communicated with several media outlets to arrange advertising for one of my clients. I am making sure they don’t buy more than they need and they get the best rate for what they do buy.

With a few exchanges back and forth via phone and email, everything was set up...or so I thought. Since then, I have not had one follow-up from the account executives (that’s media-speak for “salesperson”) to finalize the schedules...or the payments.

It is almost as if I am standing here with a pile of money saying “come and get it” but nobody will.

One of the surest ways to be successful in sales is to follow up with prospects, especially the ones that have called you!

If you can’t get back to them immediately, at least send an email, fax, or voicemail to let them know you haven’t forgotten them.

Comments

[scott]

Pretty nice info. Thanks for the article.

[John]

I've had this "problem" too, it always amazes me that people complain that "selling is hard" yet far too often don't follow up and actually close the sale.