Recently, I received an email from a company who wanted to do business with me. They had gone to the trouble of going to my blog, reading it, researching what I do, and then sent me a detailed email regarding the services they provided and the last line on the page stated that they would call me to follow up. Days and days have passed and guess what? No follow up! Why would a business person invest all the time and energy and then drop the ball? Actually, this is more common than you might think. Often business people or sales people never conclude the essential steps required in the process of the sales cycle. When I get a “no” from a prospect it actually makes me happy. I realize this is someone that didn’t want or need my help to make their business better. Their “no” freed me. I no longer had to concentrate on that prospect and could replace them with someone that I could help, wanted to improve themselves and their business and was open to new business ideas.
Follow up. Follow up. Follow up. Don’t be afraid of rejection. Let the rejection inspire you and make you determined to go on to the next call to get the “yes” for your next potential sale.