The “Buy or Die” Fallacy of Customer Follow-Up

At one time, I subscribed to this “buy-or-die” philosophy that proclaims that once someone is a lead or customer they’re always a lead or a customer.

Therefore, you should – and are entitled – to hound them, stay with them, pester them, annoy them, track them down, and pursue them way past the point of being effective.

Never let up – call, write, leave messages, and email them until they buy from you or they literally go away and you can no longer contact them.

What a time-consuming, non-productive, wasteful, nothing-to-show-for-it, business-chasing-away concept.

Forget this idea right now.

From now on, adopt a policy of diligence and persistence – but only when it’s purposeful and targeted. That’s why I teach Follow-Through® rather than follow-up, because the whole premise is purposeful, measured, results-oriented contact rather than a more haphazard or one-size-fits-all approach – and it's primarily just with those interested in what you offer.

* For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.