An Old Salesman’s Secret
[by Rosh Sillars]
Early in my career I worked at a furniture store to earn extra money.
One day an older salesman came in to buy a chair. We began talking and before long I sensed that he had taken a liking to me. Naturally we talked sales. He asked me if I wanted to know the secret to his sales success. Of course, I answered.
It’s quite simple, he explained. The secret to success is all in what he called “the ol’ follow up.”
Although the advice seemed obvious, something about it clicked with me.
The more I thought about the older salesman’s words, the more I realized that many of us fail to follow up. Do you make sure your prospects’ questions are answered? Do you ask your customers if they are satisfied with your work/product/service? Do you confirm appointments? Do you say “thank you” to your clients?
Failing to follow through is a bad habit. Inaction often is rooted in fear.
Sometimes we are frozen in place because we don’t know what to say. It is hard to ask a prospect or client the following questions?
* Did I get the job?
* When are you going to call me back?
* Did you like my portfolio?
* Where is the information you promised?
* Are you ever going to pay me!?
Try this instead: “Hello, I’m just following up.”
The magic of these words is in their simplicity. I use them all the time when I make phone calls, send e-mails and texts. Following up is non-threatening and is a little more subtle than “Did I get the job?”
If you have you any questions, please, feel free to follow up.
4 Responses to 'An Old Salesman’s Secret'
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Very nicely written.
I too believe, and myself included, we fail to do a simple follow-up.
Thanks for sharing.
You’re right… I don’t mind the initial conversation but always seem to procrastinate when it comes to the follow-up. Born a photographers, definitely not a salesperson…but to suceed today in photography you need to be both.
Thanks Rosh. That one’s a gem.
Hi Rosh,
Great piece. It too had the opportunity to learn from a great salesman. He couched the follow-up slightly differently. He would say to me, “Mike, leave a gift – take a gift”. What he meant by this was make sure you had a concrete reason to follow-up with your client before you left the meeting. Moreover, if you can give your client an action which would require a follow-up from you, even better. It’s amazing how this simple phrase has stuck in my head. I’m always looking for a follow-up.