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What is Follow-up

I was told by a salesman a few days ago that they were having difficulty with following-up with prospects.

I asked him to describe what he did to follow-up. His answer was short and to the point. " I call and if I cannot get in touch with them I leave a message mentioning our past discussion and ask them to call me back. I then send an email."

My response was also short and to the point. " You must remember that you are not always the number one priority on your prospects list. In the future plan on calling multiple times over whatever amount of time it takes to get the prospect on the phone. 5, 10 15 calls or until you reach the prospect. Don't leave a message every time but keep trying until you reach them."

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