The dynamic seems to have changed now. Once, a follow-up call would be politely answered; now, most are ignored. How often do you follow up, if at all, once you have been ignored? Let’s leave the discussion of common courtesy for another day. This slide deck provides ideas around the modern buyer, what sellers can be doing differently and how to approach follow up.

1. Suffering from Follow Up Burn-out?
How to Reverse It
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3. The dynamic seems to have
changed. Once, a follow-up
call would be politely
answered; now, most are
ignored. How often do you
follow up, if at all, once you
have been ignored?
cc: Maryam Abdulghaffar ‫مريم‬‫عبدالغفار‬ - https://www.flickr.com/photos/47910063@N06

4. Here are some of the realities
about buyers:
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6. Buyers are making many more
decisions than they used to.
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7. Buyers are being bombarded
by information from all
directions.
cc: dalbera - https://www.flickr.com/photos/72746018@N00

8. Buyers want to engage with
salespeople later in the
process.
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9. If you’re a seller, you should
consider these questions.
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10. Are you taking advantage of
the opportunities provided by
social media?
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11. Social media can improve the
flow of prospective buyers
into the pipeline and weed
out those who are not
interested or who will
ultimately chew up lots of
time kicking tires.
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12. Are you ignoring buyers’ desire
to educate themselves?
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13. We need to improve our
awareness and our intuition
regarding follow-up
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14. We need to focus attention
on those that our solution
fits.
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15. The Buyer Needs to Earn Your Time
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16. Engage in an active process in
which I as the seller and my
buyer accept action steps at
each stage.
cc: AdamKR - https://www.flickr.com/photos/15593996@N08

17. But the key point in a buyer
earning a salesperson’s time
is that the buyer agree up
front to be engaged in the
process of making an
educated decision.
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18. Follow-up does not have to
feel like nagging and neither
salespeople nor buyers
should be disrespected
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19. Communication should be
open and mutually beneficial
right out of the gate.
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20. Remember: Our job is to find
people with problems that
our solution solves.

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