“I Love Sales Follow-up,” Said No One Ever

OK, so that isn’t exactly true. I’m sure many biz dev people relish the swing after whiffing at the first pitch. Or the multilayered many-touch-points process necessary to complete a complicated transaction. I know one expert, Steve Rosenbaum , who loves sales follow-up, loves it so much he’s made a business of it, the aptly named Flawless Followup.

Me? I suck at follow-up. If you and I weren't sympatico from the get-go, if things didn't resonate…good luck. Given the choice between going after a shiny new object (new idea, concept, project, client) or re-pitching, rehashing, rethinking those that got away - I’m going for the explorer route. I want to see new lands.

I know my behavior isn’t optimal. Steve points to statistics showing that if a company can improve its customer retention by as little as 5 percent, it can boost the bottom line by as much as 95 percent.?

In my defense, at InterimExecs I’m surrounded by people and resources far better operationally and in systems and process to stay on the ball, focused on follow-up.

If you are like me and need outside help at your company, or want to get better on your own, watch this zippy 8-minute video I made of my chat with Steve about how to make sales follow-up easy. Then let me know in the comments how you really feel about sales follow-up?

If Steve didn’t convince you that sales follow-up is easy, you have other options. Chief among them: bring on additional resources - outsourced solutions - to bear on your specific needs. You can call or text me at 847-849-2800 to discuss how an experienced operations executive can help you sharpen your process and focus your team to target past and current customers, boosting your bottom line.