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.
Let's also not forget the 80/20 rule...where you get 80% of your business from 20% of your client base. That rule also applies in generating referrals.
Let's look at the real estate industry for a minute. Over 80% of real estate agents clients do not remember the name of the agent that represented them in a buying or selling transaction. By being proactive in periodic follow up would more than cut that percentage in half. Clients usually won't bother you with minor problems, but them knowing you are there for them if they need you is powerful. Continually putting your name in front of them has very positive results and will show in your sales figures.
In any sales industry, no matter how small or large, following up after the sale is an absolute must. If one client knows 3 people, who know 3 people and so on, just imagine how important touching base with your sphere of influence could result in huge future profits. Take a step back and count the number of sales people who followed up with you after you purchased their product or service.
Following up with clients is even more important in today's economy. With the tools available to us through technology it is becoming much easier to "touch" more clients quicker than ever before. Whether it is a hand written or electronic "Thank You" card or a birthday wish in an email will guarantee you faster access to the road of success.
With today's innovative ideas we can easily try to escape the phone call approach. This is probably more powerful than any other follow up technique and should not be forgotten. If it is available to you, then I would highly recommend incorporating this method in your follow up procedures. A few minutes of conversation will reconnect the rapport with your client.
Sales people seem to not realize how powerful follow up can be. Repeat business is what we all strive for and you will get positive results by including follow up in your daily or weekly agenda.
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. - 31821
Let's also not forget the 80/20 rule...where you get 80% of your business from 20% of your client base. That rule also applies in generating referrals.
Let's look at the real estate industry for a minute. Over 80% of real estate agents clients do not remember the name of the agent that represented them in a buying or selling transaction. By being proactive in periodic follow up would more than cut that percentage in half. Clients usually won't bother you with minor problems, but them knowing you are there for them if they need you is powerful. Continually putting your name in front of them has very positive results and will show in your sales figures.
In any sales industry, no matter how small or large, following up after the sale is an absolute must. If one client knows 3 people, who know 3 people and so on, just imagine how important touching base with your sphere of influence could result in huge future profits. Take a step back and count the number of sales people who followed up with you after you purchased their product or service.
Following up with clients is even more important in today's economy. With the tools available to us through technology it is becoming much easier to "touch" more clients quicker than ever before. Whether it is a hand written or electronic "Thank You" card or a birthday wish in an email will guarantee you faster access to the road of success.
With today's innovative ideas we can easily try to escape the phone call approach. This is probably more powerful than any other follow up technique and should not be forgotten. If it is available to you, then I would highly recommend incorporating this method in your follow up procedures. A few minutes of conversation will reconnect the rapport with your client.
Sales people seem to not realize how powerful follow up can be. Repeat business is what we all strive for and you will get positive results by including follow up in your daily or weekly agenda.
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. - 31821
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