To some salespeople, follow-up means a call or two after the sale has been closed. It may come as a shock, but most don't even do that much! Consider this: if salespeople stop at one post sale follow-up call, they are throwing away future business. Successful sales professionals and experts consistently tell us that not keeping in touch with your clients after the sale can have serious negative consequences.
The Eighty-Twenty Rule in sales usually signified 20% of the sales people did 80% of the business. This could also represent 80% of your business comes from 20% of your client resources. In other words, following up with your clients could generate 80% of your sales. This is true for repeat clients or referrals from these particular clients.
Providing outstanding service to your customers or clients does not guarantee you future business. If you don't stay in contact with your clients after the sale, no matter how well you performed, it is almost a given they will forget you. So much holds true in the "Out of sight, out of mind" adage. If a client has a small problem with something, they most likely will not bother you with it. However, by following up with them first, and asking if everything is okay, can weigh heavily on your future sales. They might not be in the market for the product you are selling, but they have friends who could use your services.
Always consider each customer or client in multiples. Every client could potentially produce 3 to 5 more clients. The one way to assure this will happen is to always touch base with your clients AFTER the sale. Always focus on treating your clients as you would want to be treated.
With computers, technology and the Internet, we have vast resources at our disposal for following up with our clients. Use these tools to your advantage to touch base with your sphere of influence. Postal or electronic emails for Christmas cards, thank you cards, birthday cards or a "Just wanted to say hi" cards are a few of several choices you have.
The most recommended follow up would be with a phone call. It only needs to be two to five minute call. Be concerned with their needs and sound authentic. A short, "Just wanted to call and see that everything is okay" or "Just wanted to see if you had any questions", etc.
We tend to get busy and lose focus on how crucial our past clients can keep our pipeline filled. There is something to be said for "follow up" if 80% of our business is generated from 20% of past clients and referrals.
Continual follow up with our sphere of influence will no doubt, increase our sale production. This in turn will help pave the road to success and financial freedom.
The Eighty-Twenty Rule in sales usually signified 20% of the sales people did 80% of the business. This could also represent 80% of your business comes from 20% of your client resources. In other words, following up with your clients could generate 80% of your sales. This is true for repeat clients or referrals from these particular clients.
Providing outstanding service to your customers or clients does not guarantee you future business. If you don't stay in contact with your clients after the sale, no matter how well you performed, it is almost a given they will forget you. So much holds true in the "Out of sight, out of mind" adage. If a client has a small problem with something, they most likely will not bother you with it. However, by following up with them first, and asking if everything is okay, can weigh heavily on your future sales. They might not be in the market for the product you are selling, but they have friends who could use your services.
Always consider each customer or client in multiples. Every client could potentially produce 3 to 5 more clients. The one way to assure this will happen is to always touch base with your clients AFTER the sale. Always focus on treating your clients as you would want to be treated.
With computers, technology and the Internet, we have vast resources at our disposal for following up with our clients. Use these tools to your advantage to touch base with your sphere of influence. Postal or electronic emails for Christmas cards, thank you cards, birthday cards or a "Just wanted to say hi" cards are a few of several choices you have.
The most recommended follow up would be with a phone call. It only needs to be two to five minute call. Be concerned with their needs and sound authentic. A short, "Just wanted to call and see that everything is okay" or "Just wanted to see if you had any questions", etc.
We tend to get busy and lose focus on how crucial our past clients can keep our pipeline filled. There is something to be said for "follow up" if 80% of our business is generated from 20% of past clients and referrals.
Continual follow up with our sphere of influence will no doubt, increase our sale production. This in turn will help pave the road to success and financial freedom.
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