THC Podcast 049: Why Salespeople Don’t Follow Up With Prospects

Posted on February 03, 2017

Ryan Stewman



When salespeople don’t follow up with leads, it costs a lot of people, a lot of money.

Not following up with leads hurts your company because one way or another they paid for the leads. It also, of course, hurts you because it is one less deal for you which costs you a commission.

It even hurts the prospect because you are not following up with them how are you going to solve their problem?

Follow up is the key to making more sales and accomplishing your goals in the sales industry.

Why is it though with follow up being such an important piece of the pie for success in sales, salespeople are still not doing it?

Well in this THC Podcast episode Ryan Stewman is going to identify the top reasons salespeople don’t follow up, and then he goes into how you can improve your follow-up to close more sales.

Let’s jump into it!

Why Salespeople Don’t Follow Up With Sales Prospects

1. No Follow-Up System In Place

Systems in any business are what makes people rich.

A system and documented process on how to handle prospects at every step of the sale are crucial for success.

If a salesperson doesn’t know how to follow-up with a prospect, they will never follow up with prospects. Plain and simple.

There needs to be a documented strategy on how to handle follow-up for every phase of the follow-up process.

In this THC Podcast episode, Ryan Stewman talks even more about follow up systems and strategies so make sure you check it out.

2. Distracted By New Leads

When new leads are coming in on the daily, it is easy for the “older” leads to fall off the salesperson’s radar.

The older leads are just as valuable as the new ones, but the shiny new lead is much more attractive to some salespeople than calling back the leads that didn’t buy.

Follow up takes time so if you want to do it right, you need to carve out and dedicate the time to it. You gotta knock it out.

In today’s business, world automation is playing a bigger role than ever in following up with leads. Ryan talks more about automating follow up that still works. Listen in.

3. Scared Of The Word “No”

Believe it or not, there are people in the sales industry who are frightened of hearing the word no.

That becomes a problem when in most sales transactions it can take eight or nine no’s before you get the yes.

If a salesperson is scared of the word “no” or they stop dead in their tracks after hearing it just one time, they not cut out for this game.

Prospects will use the word “no” as a way to just put off making a true decision. That’s fine and dandy and true sales professionals understand that, but the majority of sales people take that as their “final answer.”

Embrace the word “no” because eventually it will be followed by a “yes.”

4. Haven’t Earned The Right To Follow Up

If you haven’t provided a lick of value to your prospect and only have asked for their business, you haven’t earned the right to follow up.

This one ties back to having a follow-up process. You need a reason to follow-up beyond asking them to buy your shit. You need to bring value to the table that benefits the prospect.

Show the prospect you are an expert by showing value through demonstration and solving their initial problem that sparked them to connect with you.

Have a reason and a plan to your follow up, and it will work.

Listen to this THC Podcast episode and learn more about how Ryan Stewman and his team earn the right to follow up with prospects.

5. Don’t Want To Be Pushy

Ryan says it best in this THC Podcast episode, “People who don’t want to be pushy are pussies and pussies are broke.” No doubt, right?

A lot of salespeople tend to have an ego, and nothing crushes their ego more than appearing pushy or desperate to make the sale. They feel embarrassed that it might come across as they need the sale.

Desperation stinks, and the “pushy” that comes with desperation is a deal killer.

Dive into this THC Podcast and here how Ryan Stewman pushes without at all appearing desperate.

6. The Leads Are Free

When someone has no skin in the game, they will most likely not operate at the same level of urgency as you did/do.

It doesn’t matter what industry you are in, leads cost money. If you are not paying for them, I can assure you someone is.

Too many salespeople do not take free leads seriously which is why they won’t follow up. They let them fall by the waist side because they have no skin in the game.

Regardless of whether you are getting your leads for free or paying out of your pocket, work them all to death.

The Real Money In Sales Is In The Follow Up

If the majority of salespeople are not following up with prospects, you instantly give yourself an unfair advantage in your marketplace.

More sales happen from good follow-up than anywhere else, so it’s time for you to tap into this massive resource for more sales.

Document your follow up, practice it, and stick to it day in and day out.

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