4 Insane Truths About Failing to Follow-up Afraid persistence makes you "appear'' desperate? If you aren't desperate, you aren't trying hard enough.

By Grant Cardone

Opinions expressed by Entrepreneur contributors are their own.

Kevin C Moore | Getty Images

People are being reduced to commodities. In today's marketplace you must be different. How can you stand out? Get great at follow-up.

You need to get committed to being great at something, so why not be great at follow-up? Sales is a painful profession for the average person but massively fulfilling for those that are great. Those who live, breathe and eat their job will become great. I have never met a great salesperson who wasn't all in.

Since all great success is preceded by a commitment to being great, if you haven't yet committed to becoming great in sales then you are average at best. Make the commitment today and start learning everything you can about sales. Here are four insane things about the state of the average salesperson:

1. No Phone Call

Why would a salesperson not follow-up even once on a potential client? Not even one little phone call! Those that never make the call will come up with lots of excuses as to why they don't. They're too busy organizing, searching the CRM, thinking about what they're going to say, looking for a script. People come up with reasons not to make a call. You need to be unreasonable and make the call regardless of any reason you come up with not to.

Related: 5 Ways to Get People to Follow Up

2. No Clear Purpose

If a person is going to call there must be a reason. You need a reason. The way I start my calls is "The reason I'm calling is…" I tell everyone the reason upfront. If your purpose is to ask about the kids, the wife, the vacation—then let that be your purpose and don't sell the product. Just make it clear. Be honest about your purpose and you'll always have one. If you have a clear purpose going into a phone call you have no excuse to not make it.

Related: 8 Never-Before-Published Follow Up Ideas Unveiled

3. No Message

Leaving a message is something that should always be done but more salespeople don't do this than do.

You don't want to seem desperate? Why not? You are desperate. Who are you kidding? Are you hungry for business? Then let people know it. I don't know why people hide behind the idea of "appearing" desperate. Every time I call someone, I'll leave a message. Never make them feel bad for not calling you back, stay friendly and just leave a message.

Related: 7 Tips for Mastering the Fine Art of Following Up

4. No Data Collection

Not collecting critical data for future sales is negligent. Whether you sell cars, watches, furniture or investment portfolios, you need critical data for future sales.

Have you ever been in the furniture store, bought something and then on the way home thought you should have gotten that side table in addition to what you already purchased? It happens to everyone. Always look for other potential sales, buying cycles and what's next.

Related: 3 Reasons Your Follow Up Sucks

Following up is critical to becoming massively successful in sales. How are you following up with your customers? What you need is creative follow up tools you can use to stay persistent otherwise you'll quit long before the sale. By the way, you need to use more than just the phone. Get on Cardone University (link www.cardoneu.com) today and become a pro at follow-up and everything else there is know about sales.

Wavy Line
Grant Cardone

International Sales Expert & $1.78B Real Estate Fund Manager

Grant Cardone is an internationally-renowned speaker on sales, leadership, real-estate investing, entrepreneurship and finance whose five privately held companies have annual revenues exceeding $300 million.

Editor's Pick

A Father Decided to Change When He Was in Prison on His Son's Birthday. Now His Nonprofit Helps Formerly Incarcerated Applicants Land 6-Figure Jobs.
A Teen Turned His Roblox Side Hustle Into a Multimillion-Dollar Company — Now He's Working With Karlie Kloss and Elton John
3 Mundane Tasks You Should Automate to Save Your Brain for the Big Stuff
The Next Time Someone Intimidates You, Here's What You Should Do
5 Ways to Manage Your Mental Health and Regulate Your Nervous System for Sustainable Success

Related Topics

Science & Technology

A Father Decided to Change When He Was in Prison on His Son's Birthday. Now His Nonprofit Helps Formerly Incarcerated Applicants Land 6-Figure Jobs.

Sean Hosman, founder of the nonprofit Persevere, sees technology as "the great equalizer" — and is harnessing its power to lower recidivism rates.


3 Automated Lead Generation Strategies To Implement In Your Sales Process

Outbound sales is crucial for all growing companies. Here are three proven strategies to ensure our calendars are always full.

Business News

'I Am Just Floored': Woman Discovers She Won $1 Million Lottery Prize While Checking Her Email at Work

Initially, she thought the email was a scam, but went to lottery headquarters and walked away with a six-figure check after taxes.

Business News

Dam Destruction in Ukraine Sends Global Prices of 2 Common Food Crops Back Up

The flooding threatened hundreds of thousands of residents and a large nuclear power plant.

Business News

Subway Struggles to Attract Multi-Unit Franchisees in the U.S., Announces Major Expansion in Another Country

Subway has been attempting to sign new franchisees to multi-unit deals to improve its ownership model. However, the franchisees it's looking for aren't taking the bait.

Growing a Business

Why Failure Is Crucial To Success

The best of the best fail. It's how you respond that leads to success.