I just got off the phone with an elated salesperson who said the one-hour follow-up got her a sale.
The concept is the 37th dare in my book, 40 Day Sales Dare, and talks about how you as the salesperson can proactively address the questions that your customers start asking themselves only after they leave your office. You know the ones–the questions they’re asking themselves and their spouses as they drive to the builder around the corner.
Jen described how when the gentleman left her sales office, she considered him a warm lead and would have usually called only after the standard week or so had passed. Instead, she picked up the phone and her prospect answered as he was driving away from one of her competitors. She told him how she likes to call while the questions are fresh since she often only thinks of something to ask after she leaves a store. Sure enough, he rattled off a whole list of comparisons that he hadn’t even thought of until he visited her competitor. She was able to address each question and concern while it was fresh on his mind.
He came in the next day and signed a contract, all the while raving about how professional and diligent she was.
Excellent real life example of how something as simple as the “one hour” follow-up really works.
I know that when I have looked at a new product that I am interested in purchasing such as a house or an automobile and I have left the model home or the dealership then I start to have questions which in most cases I won't ask the sales person until I see them again and/or never ask them because I forget about them. I definitely would be impressed with the sales person that took it upon themselves to call me back to see if I had any questions that they could answer for me. This small act will pay big dividends.
Thank you for the reminder of this dare and for writing your terrific book, “40 day sales DARE”.
Keep up the good work.
Regards,
Del Barbray