Unfortunately, not everybody makes the decision you’d like them to, or worse, they don’t make a decision at all. As much as we prepare and as good of a job as we do, we will always have people putting us off.
Most of the time, it has less to do with us and more to do with them and their decision-making process. When they haven’t given you an answer, it’s time for a follow-up.
Fortune is in the follow-up.
That really is true.
Most people won’t make a decision after the first conversation, and following up with them to help them make a positive, fast decision is part of your job.
Believe it or not, the very first step to a great follow-up has little to do with your actions – it’s your attitude. How you approach things and the way that you view them can change a situation entirely.
Here’s an example of what I mean:
Paul J. Meyer once said that before he pitched a sale, he’d imagine a red carpet rolled out in front of him. As he walked down that carpet, there were trumpeters welcoming him, and the person he was about to talk to was waiting at the end, anxious to hear what he had to say.
When Paul walked into somebody’s office with that visualization, he was positive, relaxed and confident, and it’s all because he addressed his attitude before he ever set foot in the room.
When you’re getting ready for a follow-up, whether it’s in person or over the phone, visualize a positive outcome. As a result, you’ll go in with a positive expectation.
Until next week,
Lorna Rasmussen
What Did You Think of The Most Undervalued Trick For A Successful Follow-up?
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