Recently I met with a sales rep that said she was going to follow through on something which was critical to the operation of my business. I am a long time customer, so I’m sure she must have put me at the bottom of the priority pile. It’s three months later and I’m still waiting for it to happen. So I’m talking to her competitive vendor. If she can’t follow through on the little things, then she’ll drop the ball on the big things…even though the big one has already been dropped.
I can’t help but give people second chances. But the problem with that generous line of reasoning is that usually the second time around it’s just as bad as the first time around. People are consistent. If they fail to follow through the first time, they’ll fail to follow through the second time.
Your clients and prospects and customers think this way. That’s why you always should do what you say you are going to do. If you say you are going to get that proposal to them on Friday, then get that proposal to them on Friday. Don’t wait until Monday and say that something came up. If you can’t get it to them on Friday then at least send them an email or call saying you were delayed. If you can’t follow through on it, the next best thing is to communicate the fact that you know you are remiss in meeting your self-imposed deadline. Now, most people aren’t really going to care if they get it Friday afternoon or Monday morning. But by doing this you are sending a very strong signal to them. You are telling them that you are the type of person that always follows through, that respects the time of your prospects, and that you are a professional.
The problem with the profession of selling is that it is filled with so many unprofessional sales reps. I think that’s awesome. It makes the rest of us look that much better. Now go out there and use it to your advantage. Show people how much you care and how sharp you are by always following through on every promise that you make. If you take care to do this, your prospects will do more business with you because of the professional way that you follow up.
Copyright (c) 2006 Scott Love Scott Love equips sales people and managers with tools that double their performance. To have him speak at your next meeting or convention, contact him at 828-225-7700. Visit his website for free tools and resources, http://www.scottlove.com
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