Practical Sales Training™ > How To Convert > Safety Net Check
What is it?
A safety net check is the simple process of reviewing the last week/month/year in your diary or emails to identify opportunities that have been missed and things that require follow up.
Why does it work?
It works because things get missed.
Over time we make promises and offer to do things that we don’t get around to… and the same is true of the people we are speaking with too. By reviewing things you can easily spot and save opportunities and relationships that perhaps would have otherwise been lost forever.
How can you use it?
To make this work, you need to set a regular schedule for the check as appropriate. Whether weekly, monthly or annually and then once you have found something that has been missed, you need to initiate contact whilst taking full ownership and blame for the lapse – even if it’s not your fault.
Proceed with caution though.
We don’t want to rekindle a relationship by pointing out that someone forgot to follow us up… far better to say “I’m sorry I didn’t follow this up”.
See also
