Steve Calascione discusses the importance of following up with qualified prospects to increase sales closing percentages.
Listen to the interview on the Business Innovators Radio Network: https://businessinnovatorsradio.com/interview-with-steve-calascione-founder-of-success-with-class/
As a salesperson, the ultimate goal is to close deals and increase revenue for a company. In order to do so, people must consistently reach out and follow up with qualified prospects. While this may seem like common sense, many salespeople fail to properly prioritize following up and end up losing potential customers as a result.
- Why Follow-Up is Important
The sales process can be lengthy and complex, especially when dealing with qualified prospects. These are potential customers who have shown interest in a product or service and may be a good fit for a company. However, just because they have expressed initial interest does not mean they will automatically make a purchase.
Following up with qualified prospects allows people to nurture the relationship and keep their company top of mind. It also gives them the opportunity to address any questions or concerns they may have, provide additional information, and ultimately move them closer to making a purchase decision.