In a coaching session this week, I was debriefing a previous day’s sales call with my client. The discussion was around needs uncovered during the sales call and structuring follow up to reiterate the issues discussed during the conversation, recap next steps and clarify next meeting date. The conversation took place at 3 in the afternoon and I asked when the follow up email was going out (mildly surprised http://gulfcoastretirement.org/admin/generic/ it hadn’t happened yet). My client responded with ‘I don’t want to appear too anxious.’
Sound of record needle screeching across the vinyl (yes I’m dating myself). This isn’t the morning after a date and you’re worried about appearing clingy or too aggressive by calling too soon. Right now things are way too competitive for you to let one minute slip by that isn’t reminding the prospect about why they should hire you and only you to solve their need. Time kills deals even good deals!
Go sell something! Do it now!
Good Selling!