Sales Follow-up Frequency: What Does it Involve?

Definition and explanation

Sales follow-up frequency means the frequency with which salespeople reach out to potential or existing customers after initial contact to further their interest in a product or service and ultimately close a sale. This involves scheduling regular follow-up calls, meetings, or emails based on the customer's level of interest or engagement. The goal is to build a relationship with the customer and increase the likelihood of a successful sale. The frequency of follow-up can vary depending on the industry, product, and sales cycle length.

Why it matters in sales

In the world of sales, follow-up frequency is the heartbeat of success. Like a drummer who keeps the beat for a band, salespeople must skillfully maintain a steady rhythm of outreach to potential and existing customers. In doing so, a salesperson goes beyond simply making a sale -- they build trust with the customer, establish their credibility, and ultimately form a lasting relationship. In essence, follow-up frequency is what separates the one-hit-wonder from the superstar.

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