277 words
Following up is one of the hardest skills for salespeople to master. Many have difficulty remembering to follow up with prospects who've asked them for something specific on a future date.
The easiest way to keep track of follow-up's is by using a tickler (also known as suspense or everyday) file. This is an accordion file with slots marked 1-31 and Jan.-Dec. in it. When someone says, "call me back the first of next month," simply make a note including the date, name, and phone number and drop it in the appropriate slot in your tickler.
Integrate your tickler (or suspense/everyday) file with your calendar.
Sometimes a task can be simply noted on your calendar. But if there is a piece of paper involved (e.g., prospect lead form, letter), put it somewhere you can easily retrieve it-like a tickler.
Steps to making a tickler work for you:
o Buy a 1-31, January through December file (Globe-Weis or Smead brands work best).
o Check your tickler every day.
o Write on your daily calendar "check tickler for the next three weeks."
o Highlight needed information before putting in the tickler.
o Put the "tickle" date in upper right hand corner of the paper.
o At the end of the month refile upcoming month's papers in the 1-31 section.
o Keep tickler in the front of your desk drawer or carry it with you.
o Staple business cards and small papers to larger paper so they don't get lost.
o Write "tickler" or "T" on your calendar next to items which correspond to items in your tickler.
o File any paper you should delay.
o Don't use it as procrastination device.
© 1989 Morgan Seminar Group
_______________________Rebecca L. Morgan, CSP, is a dynamic speaker and seminarist. She is the author of four books, TurboTime: Maximizing Your Results Through Technology, Calming Upset Customers, Life's Lessons: Insights and Information for a Richer Life, and Professional Selling. For information on her speaking services, books, and tapes contact her at 1440 Newport Ave., San Jose, CA 95125, 408/998-7977, 800/247-9662, fax: 408/998-1742, rebecca@RebeccaMorgan.com, www.RebeccaMorgan.com. Please contact Rebecca for permission to reprint or repost this item.
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