Plan your responses If This Then That How many times have you made the deal without ever having to follow-up on your initial pitch? If every sale was a one-step process, your success would only depend on contacting an ever-expanding number of people. But the business world doesn’t work that way does it? You make contact, you follow-up, you tweak your offer and add recommendations for implementation. And repeat until you achieve your goal. It’s a multi-stage process that requires nurturing and effort to be effective. Using the “If This Then That” (IFTT) rules for the follow-up, you can speed up your results by having a pre-designed sequence of actions and reactions that can help push your prospect onto the fast-lane towards making a commitment or relegate them to the slow-lane. This can maintain just enough contact to keep yourself in the running. A common sequence is: 1. Initial contact 2. Follow-up 3. Meeting 4. Negotiations 5. Sign the deal Each step of the sequence has two outcomes: a positive and a negative. Your goal is to create ways to have each negative turn into a positive. You’ll know, through trial and error, what are the correct responses you need to make based on the actions or lack of actions from your prospect. Now get planning!