Want to Sell More? Don’t Follow Up.
I came across this article by Skip Anderson and thought the concept was actually pretty good. It gives a whole new “visual” meaning to the word Follow UP.
Here is what Skip has to say:
I hate the term “follow up” as it applies to sales. I admit I use the term occasionally, but I prefer to use a different term. Here’s why:
As a good friend of mine says, “Words mean things.” She’s right. One’s choice of words to describe an activity can provide insight into how that individual views that activity.
I think the choice of the word “follow” is a lousy one when selling. As salespeople, we aren’t “following” anything when we follow up (or at least we shouldn’t be). Salespeople must take the lead, not follow. If you haven’t yet closed the deal but need to contact your prospect to continue the selling process, the last image I want you to have in your mind is the image of you “following.” Puppies follow; small children follow others when they play “follow the leader.” But salespeople need a different word that describes what they should be doing in these sales situations. And that word is “LEAD.” read more.
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Thanks Isabelle for the mention. I’m glad you liked the concept.
Hi Isabelle.
In our daily meeting today, my manager Jen suggestedI read your blog as we are “following up” with clients this week.
Thanks for the reminder to use other words that actually moves us forward with sales. The link to Skip- another great resource from you is appreciated as well.
To leading!
Janet
Skip, you are most welcome and I look forward to learning more from you and sharing with my network.
Isabelle
Janet and team,
I am always glad to share my knowledge and the combined knowledge of my network…and most of all, I LOVE providing value that increases momentum. Thanks for reading us.
Isabelle ‘-)