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Follow Up, Follow up, Follow up

Submitted by Mitch Seigel on Tues, 6/20/2012

The sales process is not complete until you make the sale, and depending on the product or service you are selling, it may include going through the process multiple times until that happens. It is critical in the process that you know when and how often to follow up with your prospective client.

That being said, it is also crucial to make sure you do follow up. How often do you kick yourself when you realize you forgot to give that client a call when you said you were going to call? Don’t let that happen! Follow up, follow up, follow up!

Sometimes you have to repeat the benefits of buying your products or services to a client, more often than you would like. On several occasions that client didn’t hear what you said when you presented their options on purchasing, their mind was thinking about something else. If you don’t follow up, you will never have the chance to know what it is that is keeping you from getting the sale.

How often you follow up with a client should be set by the client. If they do not make the purchase in your first presentation, or when they first come to the store, make sure you ask them when it would be OK to contact them to answer any questions about the decision to purchase. Once you have that information, make sure you enter it into your tracking system so you remember to contact them when they requested.

Lastly, and possibly now more than ever, it is imperative you find out how they would like to be contacted; office phone, mobile, email, text, or in some other fashion. Make it as easy as possible for them, and then make sure you follow up and do it!

What are your challenges when it comes to Follow Up? I look forward to hearing your comments. Until next time…