How To Use Follow-Up To Increase Sales

By , Small Business Consultant and Marketing Strategist

Solo-E Certified Solo Entrepreneur Expert

Michele A Scism - Small Business Consultant and Marketing Strategist

We’ve talked about how you can use a well developed sales funnel to increase business, but what about follow-up?  This is something so many entrepreneurs forget to do because they’re so busy managing their current business.  The problem with that though is follow-up is a critical way to get NEW business you’ll need 2 weeks, 2 months, or even 2 years down the line.  Without follow-up, you may have business today but there’s no guarantee that you’ll keep getting more business.

I’m sure you’ve heard this statistic before: 80% of sales are made after the 5th contact.  So why do 70% of sales people stop trying after the 2nd or 3rd contact?

Here’s a few reasons:

    •    Time – just don’t have enough of it
    •    Logistics – not sure how/when/why to keep following up
    •    Too focused on current business and
    •    Not understanding the value of follow-up

So let’s talk about how to deal with those issues:

1. Time: think about how you can automate some or all of your follow-up process. Once you have the process and material, you don’t have to do it yourself for every lead, every time.  Maybe that means using canned emails or an autoresponder. But the end result is the same, you’re saving time by not having to personally follow-up with every lead.

2. Logistics: we’ve already talked about the why so let’s focus on the how and the when.  Follow up can include emails and/or phone calls but it should happen frequently enough that the lead doesn’t forget who you are.  Whatever schedule you decide, make sure you stick to it!  This establishes credibility and trust, which we all know is important.

3. Too focused on current business: Set aside some time each week to think about growing your business next week, next month, next year, etc.  Even if you’re meeting all your income goals today, without thinking about the future that trend will have a hard time continuing.

Not understanding the value of follow-up: I think this is huge because so many people see follow-up not working after a week or two and think it is a waste of time.  Depending on the client or the price point, you may have to follow-up several times before they actually commit.  Plus, follow-up may have to be tweaked over time to maximize its benefit.

So there you have it, follow-up is important so get out there and do it!  I want you to sit down this week and think about what kind of follow-up you do on your free offer.  Are you doing it?  Can you improve it?

Michele Scism is a decisive, driven and committed entrepreneur who helps successful business owners create passive income streams so they can stop working so hard and start enjoying the benefits of entrepreneurship.

Michele’s business expertise has been highlighted recently on NBC, CBS, Fox, and She is an international speaker, best-selling author and the Founder of Decisive Minds.

She is a serial entrepreneur who knows how it feels to fail miserably at business, at one time the bank actually called demanding their $1.5 million back, and also knows how it feels to sign the contract to sell your company for $9 million dollars. For business building tips visit

© Copyright 2013 Michele A Scism

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