Follow Up Is Key To Successful Closes!
Field sales is not easy work and a true sales rep is much more than an order taker. Professional sales reps create opportunity and are not limited in the ability to grow their income $$. An order taker waits on opportunity to make their phone ring and/or a person asking to buy. Professional sales representatives go through all of the steps of sales: making phone calls, setting appointments, doing presentations… next the waiting game. Waiting for the phone to ring or the email to come. The mentality tends to be: “Well, the ball is in their court now, so I’ll just wait for them to call me back or reach out to me” – as though they’ve done enough work already! Bottomline… Real salesmen create more opportunities and increase sales.
Following Up With Your Potential Client/Customer:
Have a system of follow up and work the system. Use whatever tools work for you. There are many out there some even for free. The important thing is that if you do not have a system then chances are you will not be consistent in your followup. Your follow up can be done one of several ways: you can write a handwritten letter [while email is an easy way to communicate it is not as impactful as taking the time to hand write a response], make a phone call, or send a gift card. Our suggestion is to ask if the client if you could add them to you company email newsletter. Track your points of contact, schedule the next point of contact, and take good notes setting clear expectations for your client. The results… It will pay off!
Building Rapport & Trust For many, starting a conversation with a stranger is a stressful event; we can be lost for words, awkward with our body language and mannerisms. Creating rapport at the beginning of a conversation with somebody new will often make the outcome of the conversation more positive. However stressful and/or nervous you…
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