Strengthen Your Sales Process: The Follow-up

woman talking on the phone

What if I told you that you can increase your revenue this year by 10%, 25% or more?

And what if I told you that accessing this additional revenue is easy?

Would you at least give it a try? Or would you allow doubt and negative self-talk to get in the way?

How can you easily increase your revenue this year? What are the steps to make this happen? Let’s find out.

Every business owner and salesperson, myself included, has “left money on the table” – and tarnished their professional reputation – by not following up.

When prospects don’t respond to our emails, calls and proposals in a timely manner, we all seem to hear an internal voice that convinces us the answer is “no”.

Two things to remember:

  1. That’s not true, and
  2. Stop believing everything you think.

This post, the last of a three-part series on strengthening your sales process, was inspired by a call I received from a colleague. She’d recently had a great discovery call with a potential client. She was proud of herself for listening carefully and not overwhelming the prospect with too many choices. She had sent off a concise proposal she knew addressed the prospect’s specific needs. And then … silence.

Her internal dialogue included: “My proposal wasn’t what they were expecting. I should send more information. I’ve messed up this opportunity.”

None of this was true.

We had a 5-minute coaching call. I told her to email the prospect and simply ask, “What questions and comments do you have about my proposal? Let’s set up a time for a brief conversation.”

The prospect responded quickly, telling my colleague they loved the proposal. They’d gotten distracted by other priorities but they did want to proceed.

This is just one of several success stories I’ve collected over the years. They prove to me – and they’ll prove to you – that following up is not bugging or pestering. It is an essential part of a professional, successful sales process.

Want to be inspired and learn the language of following up?


2 thoughts on “Strengthen Your Sales Process: The Follow-up”

  1. Your advice is always exactly right for the situation. I overthink things and having you as my coach keeps me focused and more confident. Many thanks, Mary Jane!

    • Very generous of you to say so, Linda. Thank you. I believe we all “over think” various aspects of our work and lives. This often causes us to freeze, procrastinate or overdo the next steps. You keep me grounded when it comes to marketing and I am very grateful.


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What's The Phone Lady doing?

  • One-on-one sales process creation with business owners/entrepreneurs
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  • Auditing phone conversations and creating phone communication protocols manual for Atlantic Canadian natural resource company
  • Custom communication workshop on the working with compassion, self-awareness, emotional triggers and detachment in both conversations and email for a Canadian university
  • Cold calling for lead generation marketing firm
  • Cold calling for corporate education specialist
  • Creating and delivering phone etiquette module for new industry-specific college

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