Welcome to Mindset Monday by the Sales IQ podcast. I'm your host, Luigi Prestinenzi and I'm here to help you be the best you can be. Everyone has a potential to be the best version of themselves there can be. Sometimes things prevent us from capitalizing on that awesomeness that is sitting dormant inside of you.  

This podcast is about helping you unlock your potential by focusing on one thing that can help you be the very best you can be.

Diligent, follow up and follow through. We'll set you apart from the crowd and communicate excellence. That's a quote from John C. Maxwell. Why am I reading that quote today? When you think about it, those words, it's nothing out of the ordinary followup. The follow-up can differentiate you from your competition, nothing to do with your product or your service that you offer.

It's about the experience that you create for your buyers. And that's what this week's message is all about. It's all about follow-up, it's all about making the commitment to follow up and be consistent in the way that you follow up. Now we know in sales followup is the key to success. If you're managing inbound leads, You've got to follow up.

It takes multiple attempts. It takes nine to 13 attempts to engage with an inbound lead, let alone an outbound lead that you're talking to unsolicited. But the key to all of this is holding yourself accountable. So what I want you to focus on this week, he's followup is not something that you're strong at.

If you don't prospect every day, then make a commitment to do it. Make a commitment to do it twice, but if you make that commitment, put it in your calendar and make sure it gets done and find yourself an accountability who can hold you accountable to making sure that that task that you've agreed to will get actioned.

Now I'm not just talking about follow-up in following up on deals or calling prospects that you've been engaging with during the buying cycle. I'm talking about. If you make. To prospect and you say, right, I need to, I need to get better control of my pipeline. I need to create more net new opportunities for myself, because we all know that he's a one thing that de-stresses us in our role as a sales professional.

And it's not something that you do every day, then start by doing it once or twice a week, but put that in your calendar and be relentless in making sure you follow through with that activity that. Follow up is what's going to enable you to achieve success. And when we think about it, we go, well, it doesn't matter if you're in a saturated market or in your market that you disrupting at the end of the day, most products or services have very similar attributes.

And that is not, what's going to separate you from the competition. What's going to separate you from the competition is the experience you create for your buyers. And they don't come through when, in the way that. In how you follow up in the type of message you put in follow up and last week it was all about earning the right to be successful.

It was all about earning the right to get that discovery, call earning the right, to get the proposal. This is kind of follows up on that. Do you like the follow up, but that's the key, right? We've got to be following up and we've got to be deliberate in how we follow up. And I really want you to think about this.

I really want you to think about if 2021 is a year that you're going to break the shackles and completely. You know, crush your targets. And I know that comes across real, you know, real kind of old-school mentality, cross joggers, blah, blah, blah. But the reality is if you want to exceed the targets or meet and exceed your targets, there is a level of activity that needs to be done.

That's going to help you get to that outcome. And so follow up is going to be the key thing. That'll help you get there because many don't follow up. And the fact that he's your competition might not be following up. And that gives you that extra 1% that gives you the H and even when the attributes of your product are a little bit, maybe not as good as your competition, the experience that you can create will elevate you.

So that the buyer will choose you over your competition. And that's what this is all about, right? It's about helping your customers choose you. We can't force them to make a decision, but we can increase our chances of success by following up.

So this is a message that's resonated for you. Well, someone, you know, needs to hear this, please DM them, like rate, and share this episode. We do this so we can help you be the very best sales professional you can be.

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This episode was transcribed digitally, some errors may be present.