If you’re someone who is hesitant to initiate a followup call or email to a prospective customer, you may assume that you can’t be effective at sales. However, you can still sell if you’re reluctant to followup. Here’s an approach to make you think differently about these calls and emails.

In order to make followup tasks less daunting, identify your primary values and align your sales goals to these values. In this context, values are motives—the essential qualities you need in order to feel fulfilled in your work.

For example, my three primary values are independence, influence, and learning. Therefore, in order to feel fulfilled in my work, I need to

  1. have a high level of autonomy (independence);
  2. convince others to make changes that will improve their own experience (influence); and
  3. obtain new knowledge (learning).

If my work fails to provide opportunities to fulfill one or more of these values, then I start to experience discontent.

What do values have to do with following up with prospects? If you want to make followup calls and emails feel less daunting, then find a goal that connects them to your primary values.

For example, I create revenue goals in order to link followup tasks to my value of independence. Owning a business ensures me a certain amount of independence, but I can’t maintain the business if I don’t have revenue, and I won’t have revenue if I’m not following up with prospects.

In this model, independence is a primary value, revenue is a secondary value, and following up is a tertiary value. A goal that measures followup tasks would not be a good goal for me; it’s not motivating enough since it’s two steps removed from my primary value. If wealth were a primary value of mine then followup tasks would be a motivating goal, but I’m not wired that way.

In order to motivate yourself to followup with prospects, create goals that link followup tasks  to your values. Identify your primary values by thinking back to times when you’ve most enjoyed your work, when flow states have come easily. By reframing followup tasks as a way to create more enjoyment in your life, you’ll be more motivated to complete the tasks.

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