They say that the fortune is in the follow up — so what are YOU doing? Here is a testimonial from a colleague, Terry Snyder, who shared this amazing story about follow up!
The $35,000 box of brownies…TESTIMONIAL
“…..Cecily sells radio advertising for a local group of stations. A while back she called on the director of marketing for a large local upscale furniture store. The woman told her not to waste her time because this store had never done any radio advertising and had no plans to do any in the future.
Cecily thanked her for her time, went back to her office and sent her a thank you card with a box of brownies. She wasn’t expecting anything in return… in fact, the woman was so adamant about them not using radio that Cecily believed her 100%… nothing there.
Fast forward a few months…
Cecily gets a call one day from this woman. It seems that there was a change of direction and they had decided to do some radio. They selected Cecily because… get this… SHE WAS THE ONLY SALES REP WHO HAD ACTUALLY FOLLOWED UP WITH THE WOMAN!
Everyone else wrote it off as an account that was never going to buy… but they did buy! During their phone conversation the woman told Cecily they had decided on a test run of $35,000 and would be delighted if she could stop by as soon as possible with the contract.”