How to Follow Up with Sales Prospects Without Annoying Them with Jim Padilla

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There’s a lot of talk in the advertising world about “the sales funnel.” 

 

It’s the idea that, when you’re selling something, you need to guide potential customers through a series of steps that will eventually lead them to buy from you. 

 

And it’s true: if you don’t follow up with your leads, they’ll just go elsewhere. 

 

 

That’s why on this episode of the Garlic Marketing Show, Global Impact Strategist Jim Padill reveals 3 reasons why EVERY SALESMAN needs to do a follow-up every time.

 

Before we proceed, don’t forget that this episode is brought to you by videocasestory.com. Click here if you need help collecting, crafting, and delivering customer stories.

 

REASON #1: YOUR PROSPECTS MIGHT BE BUSY

 

Busy prospects might need frequent reminders that you’re still interested in working with them. 

 

If they don’t hear from you, they might forget you exist.

 

And then you’ll have to start all over again from scratch. 

 

“You assume that because they haven’t responded to your message– that they’re not interested. That is you assuming facts, not in evidence. All you know,  for sure, is they haven’t responded.

 

I’m a busy guy. Sometimes you have to call me 11 times before I even realize you’re serious or you need something.”

 

So keep following up until they either give you the green light or explicitly tell you to stop. 

 

And even then, it never hurts to check in every once in a while to see if their needs have changed.

 

YOUR PROSPECTS MIGHT NOT NEED YOU FOR NOW

 

Even if someone says they’re not interested in your product or service, it’s important to follow up with them. 

 

They may not need you now, but they may need you in the future. 

 

The key is to stay in touch without being too pushy. You don’t want to come across as desperate or needy. 

 

A good way to do this is to offer value-added content that your prospect will find useful, such as helpful blog posts or articles. 

 

You can also invite them to events or webinars that would be of interest to them.

 

“You actually have an intention of what you’re gonna get to somebody and you wanna make sure it’s valuable, meaning valuable to them.

 

By staying in touch and offering value, you’ll be top of mind when they’re finally ready to buy.”

 

IT’S EASIER TO CONVINCE SOMEONE WHO ALREADY KNOWS YOU

 

It’s actually easier to sell to someone who already knows you than someone who doesn’t. 

 

That’s why follow-up is so important. 

 

When you follow up with a customer, they remember that you took the time to reach out and they appreciate it. 

 

“You’ve already done 90% of the work. Why on earth do you want to start all over again with somebody who never met you; never heard of you; who doesn’t know you exist and try to move them all the way along again.”

 

They’re also more likely to do business with you again in the future.

 

So don’t forget to follow up with your prospects – it could be the difference between making a sale and losing out on one.

 

Jim has provided a ton of value on the show for you to use on your journey as a salesman.

 

So be sure to watch the full episode now, and make sure to leave any questions or comments you have about the episode.

 

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