Sales Secret #1 : The Value of Follow Up

Let’s talk about the value of follow up

Value of follow up. If you have a business, the first secret you must learn in order to make more sales is to recognize the value and understand the lost
art of follow-up.
How many deals have you lost because you haven’t followed up enough? Too many!
Most businesses don’t see success with follow-up so they give up. They make one
phone call and that’s it—that’s  NOT follow-up.
Great Salespeople follow up relentlessly. You must follow-up persistently, consistently and creatively so you will be differentiated from the
market—because nobody is doing any real follow-up.
value of follow up - Grant Cardone
People underestimate how much energy and effort it takes to win a sale, to get attention, and to
get in front of people. You don’t get a six pack by going to the gym once or twice. It takes
consistency. Following up with persistence will get an initial conversation with someone, get their
attention, and eventually secure an appointment.
Three things to get your follow up game tight:
1. Be persistent:
Even if you are bad at follow-up, eventually you’ll get something just by not giving up.
2. Be creative:
You are a pest if you aren’t creative. Bring something new to each interaction.
3. Understand your cadence:
What is the speed at which you follow-up? Nobody likes doing things that they suck at. Have some
predictability of what’s going to happen. Get a rhythm. In your follow-up don’t rely on one single channel
of communication. No one thing is effective by itself.
 – Phone
–  Email
–  In person
–  Texting
–  Fax
–  Gifts
–  Articles and Blogs
The point is that you need to practice Value Added Follow-Up.
Practicing follow-up is how you can be persistent without getting on someone’s nerves. Make a
strategy for your follow-up. If you want one whale you need to get 100 lines going off your boat. You
call a guy 3 times and he doesn’t return your calls and you start thinking he’s not interested. Think of
every call as a win.
Better to lose a deal because you follow up too much than too little!
Buddha says, “In the confrontation between the stream and the rock, the stream always wins, not
through strength but through perseverance.”
The water flows over, under, and on the side 24/7/365—it just keeps going and going.
When I pursued my wife, Elena, I had to use creativity. Creativity is what separates good follow-up
from stalking.
Your persistence must have creativity whether in business or relationships. Make a commitment to
persist in things, and then find the line. How far is too far? Know how to cross the line but also how to
reel it back.
Persistence is the single most common trait of the most successful!
Remember, the first secret of sales is great follow-up!!!
Your friend in business & sales,
Grant Cardone