By Art Sobczak on Apr 23, 2009 in Following Up, Preparation, Unique Value Proposition | 0 Comments
The stock market has been steadily inching up over the past few weeks. Economic indicators are showing signs of improvements. Economists who study such things are even whispering that things are getting better. Even though some sales reps might doubt it, the worst is behind us.
And NOW is a great time to plan for the [...]
By Art Sobczak on Apr 10, 2009 in Closing, Following Up, Voice Mail | 2 Comments
Speaking of the little things and returning phone calls, I had a little drain issue before I left Omaha a couple of weeks ago and had to call a plumber. It reminded of a great contrast in sales experiences I had two years ago with plumbers.
I arrived at my lake house I had at the [...]
By Art Sobczak on Apr 9, 2009 in Closing, Following Up | 2 Comments
I needed my home gutters cleaned, so I went to the classified section of the paper and called four of the advertisers and told each that "I needed my gutters cleaned."
I did NOT say I was shopping, or looking for the lowest price.
Each gave me their price, then was silent.
The first one who asked for [...]
By Art Sobczak on Apr 8, 2009 in Customer Service, Following Up | 1 Comment
In response to my call, one of my vendors left an after-hours voice mail. He said he was on the road and picked up my message late, and would call back the next day, which he did.
Nice touch. Sure, it seems small on the surface, but it’s the little things done consistently that build and keep relationships. [...]
By Art Sobczak on Dec 11, 2008 in Customer Service, Following Up, Resources I Recommend | 0 Comments
Last month I shared a post, Little Things Mean Everything, where I shared the story of my paper carrier and the personal notes she left me that made a huge impact.
I always have advocated the use of cards and handwritten notes to stay in contact with, and thank your customers and prospects. Most people [...]
By Art Sobczak on Aug 28, 2008 in Following Up, Uncategorized | 1 Comment
“Move them forward or move them out.” That’s what I constantly preach about prospects in your follow-up file.
This means if a prospect isn’t moving closer to buying each time you speak, they’re taking your valuable time. And you can make more money, but you can’t make more time.
However, especially in today’s economy, that [...]
By Art Sobczak on Aug 28, 2008 in Following Up, Uncategorized | 0 Comments
As promised in the post above, here are some specifics you can use in putting together your own stay-in-touch program with prospects you want to keep in contact with.
1. Define Your Follow-Up Criteria and Categories. Determine who you will discard, and who you’ll place into your system. For example, anyone now spending over a certain [...]