Paul provides insight into a more effective follow-up strategy. Show Notes You must create value at every interaction with the customer. In your follow-up, ask the customer questions that will call attention to your strengths vis-à-vis your competition’s weaknesses. So, do you remember how to address an envelope? Sending a good old-fashioned letter of thanks builds familiarity and shows professionalism. Create and provide content that addresses the challenges your customers are experiencing. Did you enjoy the podcast? Go to Itunes to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.