From the course: Selling into Industries: Manufacturing
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Following up strategically
From the course: Selling into Industries: Manufacturing
Following up strategically
- The manufacturing sale happens in the follow-up. It is always in the follow-up. Think about this. What do you think the chances are that you will call on a manufacturing customer at the exact time that your customer will want to talk with you, will have a high need for your product, and will be ready to buy? Not great, are they? So if you want to close more manufacturing sales, and I know you do, then you need to get strategic about follow-up. Follow-up is about staying in touch with your customers and prospects so that when your customers are ready to buy, when they need your product or service, you are the first person they think of. And more importantly, you are easy to access. Following up strategically is about having a plan, being proactive, and staying consistent in your process. You need to choose your customers wisely. It is much too hard to follow up with everyone you call on, and too much effort, so you need to categorize or rank your customers so that your strategic…
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