The mind-boggling thing about follow-up is we all know the benefits, yet many sales people fail in the consistent execution of this critical sales-generating practice. Hey, there is something to be said about being the last man or woman standing.
Without even working on the quality of your follow-up, you can win additional business every month by simply not giving up on your customers. See, long-term follow-up creates obligation. The key is to focus on staying relevant. Just make sure you have something to say other than asking the customer if he or she has made a decision yet.
Until next time, continued success!