After you've worked so hard to get past the gatekeeper, schedule an appointment, and actually go through your presentation, your work is still not over. Every closed sale was the product of relentless follow-up. So, after a meeting, write a letter to the prospect thanking her for her time and reviewing the major points of your meeting.
First thing, immediately when you return from the meeting, write a letter to your prospect. In your letter:
Offer to answer any questions, and supply any additional information that may have been left out of your presentation.
List the benefits of your service and how they will help the prospect's organization meet their goals.
Limit your letter to a thank you and a brief synopsisódo not include your entire presentation again.
Open up the lines of communication and provide all of your contact information again
Welcome any additional questions, and
Underscore the features of your service. Finally, after you've mailed your letter,
Pick up the phone in a week or so and call to check on the status of the account.
After you've invested so much time in your sales effort, don't drop the ball. With some detailed follow-up, the sale can be yours!
Paul H. Green
Editor-in-Chief
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