Great Follow Up = Priceless!

Tomorrow is Tax Day...April 15th. The IRS has done what it always does in March in order to help people pay the amount of taxes they owe and not try to take deductions they do not deserve.  They call it the Recency Effect.

The Recency Effect is publishing in newspapers across the country and other forms of media the stories of tax evasion prosecution.  In fact one year the Chicago Tribune labeled the article the “Annual Tax Warning...” The effect is that people read the article and are more honest in doing their taxes.

Now the same is true in sales and taking care of your clients.  They are being pitched on a regular basis by your competitors.  Their pitches are well conceived and powerful.  So if you come along sounding predictable and only somewhat enthusiastic guess who now has their attention?

Your follow up is priceless...it is crucial.  Your follow up presentation needs to be as well thought through as anything you do and tailored to their needs and wants.  You know them and have been working with them, which is your advantage.  So in your regular follow up...make it personal...make it appealing and do it with energy.

“Take advantage of the Recency Effect.  Follow up brilliantly.”