What do you do when it looks like a sale is going to close… and then it doesn’t?
Everything looks good, the other person is on board, they may even say yes… but then something goes wrong, and the buyer doesn’t buy.
What I see happen far too often, is that people rich with integrity and ethics stop there, give up, and start looking for the next candidate.
And I get it – it used to be the same for me.
When an opportunity broke down, I just moved on.
But if you do that, you’re leaving money on the table.
As they say: the fortune is in the followup.
And sure, then you get the gurus telling you that you must follow up because it’s your moral and ethical duty to make sure that the right buyer gets his stuff from you, and not someone else, but: fat lot of good that does.
Knowing that it’s your duty doesn’t make it any easier to do followup – especially if you’re a person who sticks to their values, and you treat people with respect, and you don’t want to be a nuisance.
So then, how do ethical people do sales and follow up?
What made the difference for me, and: could it work for you as well?
Maybe. Most probably: yes.
It’s really simple, too:
Make every buyer interaction a moment of joy.
Have fun talking to your customers, serve them, be yourself, be light.
You’re not there to be all dry and professional – or indeed, salesy – because who wants to talk to someone who shows up like that?
Instead, make the interaction about connecting, and learning that person, and figuring out what’s real and/or challenging for them.
When you do that, you leave people with a feeling of “Yeah, I feel respected by you. I’ll talk to you again”.
Do you see where I’m going?
When you have conversations people enjoy, they’ll be open to hearing from you again.
They’ll welcome you following up – they’ll thank you, even.
Once I got this, following up with folk became as natural to me as writing these daily articles.
But it’s not just about how you follow up – it’s about how you do everything in your business.
Do those things – including having sales conversations – in a way that makes people love dealing with you.
You know, like friends do.