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Persistence is key when it comes to making sales for your business. But I’m not talking about annoying, salespeople with their foot jammed in the door persistence. I’m talking about following up with your prospects to deliver them the value they desire.

First, if someone gets in touch with you they are a definite prospect… they’re interested in what you’re offering to solve a problem they have. But they’re also interested in a lot of things at the same time. They don’t have a one track mind that means once they start looking for a solution to their problem they’re fixated on it until they purchase something.

The truth is most people are running around like headless chickens trying to get everything in their life done. They have groceries to buy, kids to pick up, mail to post, bills to pay… you get the idea. So you have to fight for that tiny piece of space in their mind to make the sale.

How do you do this? 
By simply being there. Once you identify a prospect you need to keep your business in front of them until they purchase or say no. And the funny thing is very few people will say no… more often than not most businesses give up on the sale.

For example, I went and had a meeting with a prospect and they seemed interested in what I had to offer. I went back to them with a quote and they responded with a brief “Yes, let’s do it.” So I sent them another email requesting the information I required to get started.

No response. I sent another email. No response. I sent a third email. No response.

Finally, after about a month I got on the phone and called them… “Oh yes, that’s right they say” and happily gave me the information I required. Their cheque arrived the next day and I secured the job. But if I hadn’t made that phone call it never would have happened.

And this is with a prospect who had already agreed to what I offered. Imagine how much more difficult a prospect is who just rang you once on the phone.

Capture the prospects details
You need a simple phone script when someone rings your business to capture their details. Perhaps you offer to send them some free information or a competition to enter. You can then follow up by providing information that is useful to solving their problem.

And I do mean useful to them. They don’t care about your pretty brochure that says you’ve been in business 25 years. They care about getting their problem solved. So send them information about that. You can include your business information with it of course, but make sure they’re getting value out of the interaction.

You also use this opportunity to educate your prospects on why they should buy from you… otherwise they’ll just make the decision based on price or convenience. And you never want to be competing on price if you can help it.

Then you continue to follow up with them until they buy or say no. The best part is by being the business that follows up, sends useful information, and genuinely cares about solving their problem… you’re going to be the likely choice and earn a customer for life.

So add a simply follow up system to your business and watch your sales take off.