Tuesday, November 28, 2006

Followup!


You've got a prospect - Now What?

If your selling is like most companies, it's a Process, not an Event.

And if you don't have a process, and work it consistently, your sales will suffer.

Many times it takes five or more, sometimes many more, contacts to close a sale.

Since it's a process it requires constant, regular followup. This can be done by phone, email, or in person.

The First Step in 'working a lead' is to get as much information as possible and put it in a place that you'll keep all subsequent information, and will prompt you as to the next step.

If you don't already own a CRM (Contact Relationship Management) program, buy or subscribe to one.

The most popular ones are: ACT, GoldMine, Now Up-To-Date, Microsoft Dynamics CRM, SalesForce.com, ,and SalesLogix .

These programs allow you to time and date stamp all the information accumulated as the prospect is taken through the Sales Funnel.

The same programs should be used for clients and retention activities.