Most sales are not made at the point of first contact with a customer. Budget constraints, lack of time or other concerns might prevent the immediate sale. But often the customer just needs time to think about your offer and ensure they’re making the right decision before committing.

This is why follow up is essential. It can be the difference between making a sale, or not.

According to a study done for Harvard Business Review, 71% of qualified leads are never followed up. (credit: HubSpot)

That’s a huge amount of revenue lost – and a huge opportunity.

It’s in the follow up that you can build trust and strengthen your reputation with a prospect. In turn they feel respected and appreciated, like they’re more than just another sale.

Whether your follow up process is automated or manual, it’s crucial you have one. The key is to be consistent and persistent.

It’s worth the time and effort to get it right. After all, it’s the follow-up that ensures, when the time comes, your prospects are not only ready to buy but they’re ready to buy from YOU. Do you have a follow up strategy in place?

Originally posted by Phil Slorick on LinkedIn