Recently, I exhibited at a local trade show for the NWI Networking Group here in Northwest Indiana. Not only did I have the opportunity to speak but to visit with many of those attending this first time truly business to business networking event.
Bright and early on Saturday morning following the trade show, I took all of my collected business cards and entered them into my database. Then I sent a handwritten postcard to each of them along with an email. Increase Sales coaching Tip: Have a variety of pre-printed post cards so that you can quickly reconnect with your sales leads be them suspects or prospects.
What surprised me is that 25% of the cards did not have a name of the card holder on the card. How can you network or do business if people do not know who you are? Absolutely amazing! And several did not have email addresses.
There is a book entitled It Is Not the Big that Eat the Small, But the Fast that Eat the Slow. The authors talk about speed and follow-up is all about speed. For sales leads do get cold at the speed of light. If those leads are not followed up within 24 to 72 hours, then just consider all the time you invested in that trade show is just a big waste of time. Sales Coaching Tip: You are in the business of to increase sales and just not collect business cards.
A quick follow-up specific to your sales leads as well as to those business cards that are collected at any business event demonstrates that you are truly different. Given that many in business including sales professionals fail to do a quick follow-up becomes your strategic and competitive advantage.
Imagine how your prospect or suspect would feel if they receive a handwritten card from you within 1 to 3 days after you met?
Take the time to follow-up on all business sales leads and let us not forget emails as well as telephone calls. For you never know who knows whom and where that next piece of new business will come from.
What are your goals to increase sales? This free audit looks to your sales skills .
Do you need some additional sales coaching tips but cannot afford a sales coach? Then visit the sales coaching gym.
Leanne Hoagland-Smith with locations near Chicago & Indianapolis helps organizations through business coaching training services to return to the purpose of business that being building ravings fans while increasing productivity and profitability. Her clients double results in 30 to 90 days. Call 219.759.5601 to schedule a free business coaching consultation.