The 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:
- 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.
- 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.
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That was really helpful, thank you. One of my problems selling is not wanting to “be a pest”. But by this formula, I’m not even in the running…
Your concerns are very common Ginger. Most people don’t want to be considered pushy. The trick is to be tenacious yet nice. It’s a balancing act. Often times the call goes to voice mail. This is an opportunity for you to share a little bit about your company. Each voice mail leaves a little bit more information. Each voice mail has a call to action. Eventually they are going to get to know you! Patience, tenacity, and a cheerful attitude makes for success.
Thank you again, Pat, very helpful! That was of course the next hurdle – what to say 8 times. 😉
Yes! Commonly I take the brochure benefits and cut it up into pieces to be doled out one by one.
“Hi it’s Ginger again. I forget to mention that our product is faster than a speeding bullet. Our customers have found they save X amount of time on average when they use our product. Do you have a moment next Tuesday to chat for a few minutes?”.
“Hi it’s Ginger again, you probably recognized my voice by now! One other benefit our services provide is the ability leap tall buildings in a single bound. If I understand correct your company has state of the art building jumping and would really appreciate our help. I’m free next Wednesday to chat, or would Thursday be better?”
“Hi again, it’s Ginger and I’m calling in regards to our …….
You get the idea…. don’t quit!