How far are you willing to go when it comes to following up? Cory explains how to go the extra mile, in an effort to reap the benefits of your extra hard work.
Today, I want to talk to you about the idea of stretching yourself. See, right now, we fall into the mode of whatever our followup cadence is. Do you make one phone call, two phone calls, three phone calls and do follow-up? I find statistically that the extra mile, the extra effort is where the extra deals are. We know, from studying the Polk Data and the data that talks about registrations, when people are making their purchase decisions.
Sometimes, of course, that’s 60 days, 90 days, 120 or even 180 days out. My question to you is, “How much followup are you doing?” When does your followup stop? I understand as the salesperson, as the person working on the frontlines, you may not a hundred percent make that decision. But I’m challenging you to stretch yourself. Make an extra five phone calls, even when you thought you were going to give up. Send the extra few emails. Go the extra mile, and you’ll reap the benefits.
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