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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