I bought a new gas grill last week.  For the record, I bought a Weber and irrespective of where you buy one, the price is fixed since they don’t allow discounting (believe me, I tried). 

I shopped at two stores; both medium-sized stores offering free delivery. You would think it doesn’t take much to sell a grill in the summer with fixed prices, but I have to tell you, I ended up buying it from the first store I visited.  Why? The sales person followed up.  It was that simple. You see, after visiting two stores, I ended up getting involved in something else. My grill purchase was going to have to wait another week.  On Wednesday however, my cell phone rang; it was the salesman from the first store.  He said he was following up to see if I wanted the grill.  He said he could have it delivered on Friday to enjoy over the weekend and he offered to cart my old grill away.  Deal!

So, how hungry are you? Sure we can all say we always follow up, but how persistent are you?  One theme is consistent with our most successful Tripologists; they never, ever give up. They don’t stop following up with potential customers and when a lead goes cold, they continue to market to that lead. Some Tripologists have reported getting a sale from a lead they bought months or even a year ago. So, when you’re done following up, follow up and follow up again!  Happy selling!

John