They say the fortune is in the follow-up. They’d be right.
80% of sales require 5 follow-up calls after the meeting. 44% of sales reps give up after 1 follow-up. – The Brevet Group
Those who don’t follow up are leaving 80% of their sales behind.
Think about that
Why keep struggling?
You see, many people, especially business owners, feel that sales are something that they have to do. For many, selling is the least favorite part of running their business. This disenchantment is in part due to their feeling or belief that making sales means somehow forcing what they’re offering onto somebody.
The truth is sales is service. And although many people have different beliefs around the idea of selling, I learned from my good friend Jim Padilla that the goal of sales should be simply to help somebody make a decision. A decision either to be okay with the current circumstances or a decision to change them. The decision does not necessarily have to be buying your product. As sales professionals, and if you are reading this article, you are indeed a sales professional, you have the power to change lives. You can transform businesses. You can help move somebody from a level of default in their life, one that just comes from your surroundings and circumstances, not one that you intentionally choose to make a specific choice to design or create your reality.
Being great at selling is a superpower
And like Peter Parker’s Uncle, Ben said, “With great power comes great responsibility.” Often, we look at this phrase and lean into the idea that we shouldn’t use that power for evil. I’d like to challenge that. Even worse than using your power for evil is not using your power at all.
If you have a product or a service that can have a positive impact on somebody’s life, it is your job, your duty, your responsibility to do everything you can to share it with them. You must help people learn about what it is you offer and help them understand how it solves a problem they have. They may not choose to buy your product, but if you are good at sales, you can help them choose themselves and whatever the right decision is for them at any given moment.
Don’t sideline yourself because you have some fear around being “salesy”. Take ownership of the strength you have, the gifts that you can share, and tell the world how you can help them.