The Need for A Follow-Up
You said it. A successful conversation with a lead has ended, they like what you had to offer and want to find out more so you’ve agreed to a follow-up call. This is when it all happens; what you do after your customer says “yes” is what separates a good salesperson from the great.
Once the initial commitment has been made, delivering on your promise becomes the main priority. You probably made a lot of promises along the way and ultimately this is what the entire deal hinges upon: the follow-up. Getting the customer is one thing, then leveraging that relationship and building it out for the future is another.
Right now, all the customer has is your word so make sure it counts. Here are a handful of tips to help with that.
Take any and all steps necessary to confirm the deal is completed successfully, down to the last detail. It is important to ensure your customer gets exactly what they agreed to, and you must deliver on all promises. Following through on the commitments you made will allow for a big pay-of to customers. It shows you not only take care of business but see things all the way through.
A follow-up or other touch points with a customer may be the most vital part of the sales process. Be accessible during delivery and while they are being implemented into the system. This will not only help to strengthen the current sale, but aid in future interest for the client when they think of working with you. Communication needs to be consistent and never fail to be visible before, during, and after the sales cycle(s).
The great thing about sales is each one is different than the last. Each provides a new chance to grow with new instances that occur. Rather than avoiding these situations, take them head on and learn. Taking responsibility proves to the customer your belief in the sale and the success both parties involved can obtain.
Begin the personal marketing process of the sale. Don’t stop at selling just the product or service, sell yourself to the client. Look for way to benefit the customer beyond the product or services already offered. Create added value through connections and deliver on resources — the practice of “personal marketing” reinforces your personal brand and value to the customer.
To continually build trust with customers, taking great care in the follow-up process will only help to create future opportunities. The presentation and close of the product — while crucial — will mean nothing if you don’t excel in the art of a follow-up after the sale.