Diligent follow-up is an important part of being successful in sales, but have you ever worried that your follow-up comes off as desperate to your prospects? It’s easy to cross the line without realizing you’re doing it. These tips from sales trainer and author Renee Walkup are a great way to make sure you’re coming off as professional and dedicated – and not desperate!

Avoid pinning the customer into your time frame.
For example, telling the customer that you will call him in two days doesn't empower him to take the lead. What's so special about two days? Ask your customer when is the best time for him. You may find it's sooner than two days. Once you negotiate the day and time, then be diligent by following up when you promised.

Avoid the "end of month special" approach.
Whenever a salesperson tells a customer that they have to purchase by the last date of the month/quarter/year, it spells "desperate" to a customer. Let the customer know about the deals and be more relaxed about the end of month. You can follow up, and in fact, I encourage you to do so...just don't push for the end of the month. Customers are able to recognize a good deal and they buy on their time frames. Just keep in mind that if the customer misses the 31st deadline, they will end up paying more and you increase your commissions.

The same is true for price increases for those of you in commodity markets.
When you call and tell your customer the price is going up by the 6th, another reminder call, email, or note is perfectly in order. The customer has a calendar--give them the options of when to buy when there's an impending price increase on the horizon.

Always do what you say.
If you tell the customer you will call on Thursday at noon, it doesn't matter what has occurred, call the customer at that time! Even if an emergency has arisen, call before that time and let him/her know.

Follow up, follow up, and don't forget to follow up!
Remember the "diligence" part?

Renee Walkup is president of SalesPEAK Inc. and author of "Selling to Anyone Over the Phone."

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