Following Up With Your Prospects - How Do You Generate Leads?

The Follow Up

Compliment your new customer on his or her choice –  

Simply saying something like, “I think you’ve made a great (excellent, outstanding, etc.) choice today!” is a very effective way to reinforce the sale. What makes it so helpful is that it does two things: congratulates the customer on his or her purchase and opens the door for him or her to express positive feelings about the purchase. The more the customer talks about the sale, the more comfortable he or she will become with their decision.

This self-acknowledgment can help to head off several problems as well. For example, if someone your customer respects questions his or her decision later, your customer will have become resolute enough in the decision that he or she is not likely to be talked out of it.

Assure your customer of satisfaction –  

Reassuring your customer that they are not alone after the sale is a good idea. Or they might think they are dealing with strangers from some impersonal organization they can hardly make contact with. Prove them wrong on this. Promise to “check back with you next week to make sure you got everything Ok.” Then do it. You might want to add something like, “if you have any problems with the delivery, feel free to call me.” or “If you have any questions regarding anything we went over or anything comes up, please, call me, I’m always available.” Then be available for the customer! Always return calls or pick up the phone when you see it’s them. Be happy to hear from them.

It’s all about the service –  

This may be the hardest part of sales. You’ve made the sale and your new job is to deliver more than you even promised. Your job is to ensure that whatever you sold a product or service is delivered, serviced, handled in precisely the way you promised and it was outlined in the confirmation form. To do any less would be to renounce your position as a sale professional. It shows your shortcomings to the customer and guarantees you won’t be making another sale. 

Some salespersons will walk away at this point in the game and be hopeful that the customers will be happy. The only way to guarantee their satisfaction is for you to monitor the activity that goes on with their account, every step of the way.

There’s a good reason for this monitoring. Not only does it ensure that they’ve received what you’ve sold them, but it also gives you the opportunity to sell them more and maximize your relationship for positive productive referrals.

Here’s the thing. Your job is to develop your new customers to the point they become advocates or maybe even zealots for you and your products or services. Sounds too much? No, because there’s no better way to more sales and more raving fans for you, your products or service and your organization than the one you’ve just hooked!

Professional Sales Secrets  <-- Super Smart Sales Secrets

Professional selling requires a lot of hard work, a lot of diligent work. However, there is not a greater profession in the world. But if you can’t finalize transactions, you’ll never succeed at sales. It’s all about transferring your products or services from your ownership to the customers, right? That’s what sales is really all about!

“It's not the employer who pays the wages. Employers only handle the money. It's the customer who pays the wages.”                                                           Henry Ford