follow up

Follow Up: The Skill that Pays Off

Follow Up: The Skill that Pays Off

I recently came across some alarming statistic... 

80% of sales require 5 follow up calls after the meeting. 44% of salespeople give up after 1 follow-up. 

Source: The Marketing Donut

I’d be a very rich man if I had a dollar for every time someone said, ‘this industry is based on relationships.” Just like a healthy marriage or a great friendship, the spark may be there at the beginning, but it takes time, multiple shared experiences and trust to build a healthy relationship.

Don't #*$% it up...

Don't #*$% it up...

The typical buyer at a travel trade show had more than 130 back-to-back appointments while those of us on the other side of the table had just 5 or 6 minutes to qualify any potential leads, make a lasting impression, deliver product highlights and, of course, land new business. 

You just spent thousands of dollars of your company's money and you need to get a great ROI if you want to attend next year's show, make your goal for the year or simply prove that you know what you're doing. 

Here are four things the pros do to make sure they're getting the biggest bang for their buck…