From the course: Following Up after a Sales Meeting
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Your first follow-up
From the course: Following Up after a Sales Meeting
Your first follow-up
- Hermann Ebbinghaus, a renowned psychologist, found that within 24 hours, most people forget 75% of what you tell them. Within 30 days, they forget 90% of what you told them. Now when do you think a prospect's memory is at nearly 100%? Right at the end of your presentation. Your prospect's interest in your product is at its peak during your sales meeting. But with each passing day their emotions and interests can drain down, and your number one enemy comes into play, procrastination. Your prospect begins to feel that the buying decision can wait. Deals are often not lost to a competitor, but to the status quo. It's such a busy and noisy world, it's easy for you to end up the 20th thing on your decision maker's to do list that never gets done. So take advantage of their heightened interest and send a thank you follow up email right after your meeting. In your email, first thank them for their time. Then mention the key take aways from the conversation. This shows that you were…
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