The 3×8 Follow Up Rule in Sales

3x8 ruleThe 3×8 Follow Up Rule in Sales

Last year I bought a new car. During the selling process I was talking to two car dealers. I wanted to buy a car from a fellow  I had previously done business. He had done a fine  job and was a credible trusted seller.   I was sending both dealers  emails to get the best price, yet the seller  I had done business in the past, was slow to  respond.  The other  dealer was constantly following up, giving me information I requested and asking me to visit for a test drive. I appreciated his  efforts.  He had a lot of hustle. So much so I felt compelled to visited him  and that very evening and he  sold me a car. This was the 3×8 follow up rule in action.

The ability to follow up in a timely manner is critical for sales  success.  It’s often difficult for non-sellers to stay on track and keep up the momentum.   To keep the 3×8 rule  simple you only need to follow two guides:

  1. Always follow up at least 8 times, if not more,  before giving up.  People are busy.  This is the advice of Steve Schiffman shared in  Episode 8 of Sales Babble.
  2. Always follow up with a prospective customer every three days (great advice from Thomas Ellis in an upcoming Sales Babble interview)

Each follow up call should be a conversation, uncovering the needs and desires of the prospect. The opportunity you’re working  may take awhile to close, or on the other hand,  they buyer may want to make a decision quickly. Its important to not make any assumptions. Now put the 3×8 follow up rule into action.

Follow up quickly and follow up often.

Would you like to win a copy of Profit Heroes by Bob Rickert?   Enter your name and mailing address(any where in the world, I’ll pick up the postage)  below by June 23rd 2014 to  place your name in a raffle  to be  announced on Tuesday June 24th. This is a great book and that any small business professional or seller will find of value. It’s practical, pragmatic and fun to read. No kidding!

Enter today by filling out the form here.