Wherever you are in your journey to become a sales expert or top salesperson, in order to be the best in your field, you need to demonstrate excellent follow up with your customers or potential customers.

You must follow up regularly, and frequently, because you will never know when someone you know will have a need for what you sell. In order to be as successful, you must stay in front of your potential target market in a variety of ways.

One way to develop the skill of follow‐up is to start by building your reputationas someone who is trustworthy and reliable. Start a regular schedule of follow up visits with your clients and potential clients. Set these up at mutually convenient days and times, and make sure that there isn't too much time between follow up contacts. People can forget about you if too much time passes.

In my Quid Pro Quo Sales Training method, I teach that it is fine to follow up in whatever way works best - you can do this in person, by telephone, or email. But commit to the follow‐up, and follow‐up regularly. Your clients should know when they will hear from you again, and you need to deliver on the expectation.

While follow up is important at all points in the sales cycle, it is especially important after a sale. This doesn't have to be a big deal. It only takes a quick call and a few minutes of time to confirm that client's belief that it was a good decision to buy from you. You can also send a handwritten note if you prefer, it's up to you. But whichever method you choose, again, you must follow‐up after the sale.

Being consistent with follow up comes down to demonstrating discipline and good time management. Today, there are a lot of technology tools which can help you. Plan your follow up calls daily. Get in the habit of connecting with a few people each day. If you focus on following up with just 1 person a day, you could realistically be in touch with 365 people in one year. That's a lot of follow up. If you were able to even double or triple that on some days, you might be able to follow up with 500–700 people a year. That's a lot of follow up.

Consider how you can demonstrate good follow up, and make a plan to make this happen.

After all, that's what Quid Pro Quo Sales training is all about.

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