Cold Calls Follow Up Key To Home Business Success

Do you make the calls you promise? Do you have a pile of calls you keep saying you should get to? Your ability to be consistent in your follow up and in making your cold calls can make or break your business success.

At a recent expo that I attended to find business by networking as a guest, I was chatting with a Shackley rep in her booth. I mentioned that I use all environmentally-friendly cleaning products. She proceeded to show me their new product line of “green” cleaning products and household supplies. I was a little hesitant to show interest because it is a buy-it-all package. You have to take the laundry soap, dish soap, floor polish, dusting stuff, etc. as a group. You cannot just buy what you want. But she was good at what she does and it looked interesting and I have a sincere interest in bettering the environment.

Buy From Direct Sales Companies

I also have a sincere interest in buying from direct sales companies. I believe in the industry and want to support my industry, so whenever possible I do buy direct. Buying direct from the seller also provides me with an income tax reduction, so that is even more incentive to be open-minded to this new product. Why not deduct my cleaning products from my taxes, I was thinking! The last thing I said to the rep was, “I will give it a try…. call me!”

Get More Yeses – Direct Sales

One in 10 will say yes. That is how the saying in direct sales goes. You must follow-up to get your yes, though. I went home from the fair and immediately sent an email to all the contacts that I had made, including the Shackley rep. Then, over the course of three days, I made a follow-up phone call to all of them as well. My message to her, both by email and phone was: I am looking forward to trying your product. It has been two weeks and I have not heard a word from her.

In direct sales the successful consultants hear far more nos than the ones that do not succeed. That is because you must ask to get a no, and you will not get a yes unless you ask as well. If you do not do your follow-up calls, you will never hear enough nos to get to the yeses. If you do not do your follow-up calls, you may be missing out on the yes that is wondering why you haven’t called back yet! Then when you do call 2 weeks too late, that yes has turned into a no because direct sales is all about service and you missed the boat! Check out the sales lead organizational book that sales leader Theresa Bernheisel uses and trains her team to use as well to keep track of the follow-ups.