From the course: Selling into Industries: Telecommunications

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Building your strategic follow-up

Building your strategic follow-up

From the course: Selling into Industries: Telecommunications

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Building your strategic follow-up

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- The telecommunication sale is in the follow-up. It's always in the follow-up. Think about this, what do you think the chances are that you'll call on a telecommunications customer at the exact time that your customer will want to talk with you, will have a high need for your product, or will be ready to buy? Probably not great, right? Follow-up is how you stay in touch with your customers and prospects so that when they're ready to buy, you are the first person they think off. And more importantly, you're easy to access. Following up strategically is about having a plan, being proactive and staying consistent in your process. To help you do this, I've created an example of a strategic follow-up plan for you in the exercise files. First and foremost, you need to choose your customers wisely. It's too much work to follow up with everyone. So you need to categorize and rank your customers, so your strategic follow-up efforts are spent on those customers most likely to buy. I use four…

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