Overcoming the Fear of Follow-up

Source: Partner Insights

Following are excerpts from an article by Judy Garmaise, CSW, reproduced with permission.

The majority of salespeople don't take follow-up seriously. The excuses are plentiful, but in most cases the real reason people don't follow up is because they're terrified of rejection. Garmaise offers three suggestions for overcoming that fear:

Quit taking it personally. Remember that they're not rejecting you; they're rejecting your product or service.

Never assume. If prospects don't return your calls, don't assume that they're not interested. More likely, it's because they're busy. People today are bombarded with technology and information. It's only natural that they need a bit of reminding about your products. In addition, people lose their cell phones; they get sick; technology glitches happen and voicemails or e-mails disappear; and sometimes, people just forget.

It's never no; it's just not yet. A prospect is just saying no to the product at that moment in time — not forever. But you never know when he or she will be ready for your product, which is why you have to follow up continuously.

From Partner Insights, Aquila Global Advisors, LLC, October 20, 2009, www.aquilaadvisors.com.