Hi, I’m Samuel Striker, President at KMG Consultants and a sales expert.
So you’re on the cusp of a big sale, and you want to “touch base” with the client, but don’t know how. Many salespeople struggle with keeping in touch with their clients for they are worried that they may come off as another annoying salesperson. Perfecting the sales follow-up doesn’t have to be such a chore. To keep your momentum going, you must be able to give value to every message you send. A great follow-up is required to maintain your current clients, as well as bring in new business.
The act of following-up can be a tough thing to start. The follow-up should come within reasonably short amount of time from the last time you spoke with the client. Greet them, and bring up your sales pitch. Try not to force the sale to happen; instead let them client know it is their decision, and that you are there to help. Showing that you are committed to the customer, and not just to get the commission, can help build trust in the relationship. Following up on a sale requires a type of attitude that is committed to take action. No sale has ever fallen into the lap of someone; they put an effort to sway the customer. Hone your craft, and following up with a client will become a piece of cake.
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When contacting a client, always be able to bring a new suggestion to them that they weren’t thinking of. Never just ask if they are ready to accept the sale; always keep in mind what they needed help for before, and bring them something new that can make them say yes to you. Think of something that will improve their business and present it to them. Reiterate that you can have an impact on their day-to-day, and can make their life easier. Think of the follow-up as part two to the original sales pitch; give it a great ending by closing out the sale.
It’s very important to know your client’s needs and their business front to back. Typically, the client will have many questions about what you’re selling, so make sure you know what you’re talking about. It’s not all about who talks to them first; its all about who answers their questions the best. This can build trust and increase your chances of creating a business relationship that could last for years to come. Stand out from your competition with a killer follow-up; your clients will be blown away by your preparation and effort.
Getting the most out of clients and follow-ups requires consistent hard work and professionalism. Build a system that works and can maximize your pitch. Not every follow-up will work out. If the customer end ups saying no, do your best to figure out why that happened. Analyze your selling technique and fix the things that aren’t working well. Did you go push too hard? Was your price too high? The only way to get better at the sales follow-up is practice and chipping away until your technique works the way you want it to.
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