Tuesday, November 1, 2011

The Folly of Follow-up

A salesperson talks to you about a product. You're interested. The sales guy is a bit stiff, stodgy and doesn't want to negotiate. You desperately want the product, but you need to feel good about the deal, you need to negotiate. Sales guy ignores your need and promise to call back and check on you in a few weeks.

You are irritated and check out competitive stores, find the product and a sales lady who is more than happen to negotiate. You buy, you feel good and you're happy. So is the sales lady.

But...the original sales guy keeps sending emails or phone messages to "follow-up" on your conversation. Think about it: he is calling, but for what reason? To really seal the deal? I think not. At best he's calling to repeat the previous discussion. At worst, he's just doing what he has been told: follow up after giving the customer a price. No more, no less.

Follow-up without a productive purpose is folly.

Barry LaBov
LaBov & Beyond

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