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:

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.

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