Episode 152: What You Need to Know About Following Up - Jeff Shore

Following up is a vital part of the sales process that is often overlooked. Are you following up when you should be? What are the best strategies for following up? What method of follow up is most popular – and is the most popular method really the best method? To learn more, listen to today’s episode in which you’ll hear from Jeff Shore, who’s recently released a book geared toward giving you the information that you need to know about the importance of and best practices for follow up.

Episode Highlights: 

• Why Jeff wrote his new book, Follow Up and Close the Sale
• How the book is organized
• What follow up isn’t
• What follow up is for
• How follow up shows customers how much we care
• The strategy of follow up
• Why email shouldn’t be the number one method of follow up
• Jeff’s definition of the lead conversion hour
• How to get immersed in the follow up process
• The story of Bill Porter
• The knee of the curve

Resources: 

Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit