Todd Cohen

Where is the follow up?

ToddCohen.com Sales Community,

Its time to really rant again! 3 weeks ago today I was given a proposal for services by a local company. Do you know what? Not only was the proposal poorly done, the vendor has yet to call me and see if I have received said “proposal” and if I had any reaction. Nothing. Nary a phone call, a email, a telegraph, carrier pigeon..nada, zip, silence. I keep checking my phones for a dial tone-still working. My PC has not suffered any email outages-still receiving. What kind of selling is that? I will tell you. Lousy selling. In fact, its not selling at all.

What it is says to me is when a vendor submits a proposal and does not care enough to call and get a reaction and talk about it, they DO NOT WANT MY BUSINESS. Period. There is no other answer. I am obviously just not important enough for them to call. Entitlement and arrogance are not the salesperson’s friend! There is no sales professional who can come up with an excuse that would make me believe otherwise. Yes, I understand that things happen in ones personal life that might get in the way, but thats the exception. No, I am not taking this personally. I invested time with them explaining my business, my vision and what the future could hold for me and for my partners. All for naught. A waste of time and my breath.

Selling is an art and it is challenging to do well. One of the most important things we as sales professionals need to do is make sure we let our clients know we WANT their business and we will work hard to earn it. Clients need to know that the vendor cares enough to follow through and will create open dialog and communication as part of the selling process. Setting the bar during the proposal process will set the right expectations post sale! If I were to now somehow give my business to this vendor who does not care ( I have a better chance at regrowing all of my hair) then I am saying its OK not to make my business a priority. The service I receive will be below par. This is not a good way to start a relationship.

To all of the sales professionals in and out of the ToddCohen.com sales community….please please make sure you are following up effectively and efficiently. Your prospect will respect that and likely give you business. Doing otherwise is a sure way to losing business.

Good Selling and Good Follow up!

-Todd

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One Response to “Where is the follow up?”

1. Mike Hughes Says:
   February 8th, 2008 at 12:54 pm

   Amen, brother man! Well said.

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