Marketing

The Power of Having a Follow Up System

One of the reasons a sales position can be so lucrative is that one client can turn into many. How many sales people do you know followed up with you after they sold you something? Personally, if a sales person does not follow up with me, they usually won’t hear from me again. Could you imagine if you were to get one repeat customer a month how your sales could increase dramatically? By not touching base with your customers could have detrimental results.

The Eighty-Twenty Rule in sales usually signified 20% of the sales people did 80% of the business. This could also represent 80% of your business comes from 20% of your client resources. In other words, following up with your clients could generate 80% of your sales. This is true for repeat clients or referrals from these particular clients.

Let’s look at the real estate industry for a minute. Over 80% of real estate agents clients do not remember the name of the agent that represented them in a buying or selling transaction. By being proactive in periodic follow up would more than cut that percentage in half. Clients usually won’t bother you with minor problems, but them knowing you are there for them if they need you is powerful. Continually putting your name in front of them has very positive results and will show in your sales figures.

In any sales venue, whether you are selling real estate, furniture or software, you need to ALWAYS reach out and follow-up with your clients AFTER the sale. I cannot even begin to count how many time someone has sold me something and I never heard from them again. If the sales people would have touched base with me, I’m sure I would have asked for their services again the next time I purchased something.

Following up with clients is even more important in today’s economy. With the tools available to us through technology it is becoming much easier to “touch” more clients quicker than ever before. Whether it is a hand written or electronic “Thank You” card or a birthday wish in an email will guarantee you faster access to the road of success.

With today’s innovative ideas we can easily try to escape the phone call approach. This is probably more powerful than any other follow up technique and should not be forgotten. If it is available to you, then I would highly recommend incorporating this method in your follow up procedures. A few minutes of conversation will reconnect the rapport with your client.

Many sales people perceive that “sales” are just a numbers game. Although there may be some truth to this, this perception will most likely eliminate that particular sales person from obtaining repeat business. I strongly believe from over 20 years experience in sales, that referral and repeat business is the foundation and strength of our future.

Add this “follow up with my sphere of influence” to your daily or weekly calendar. By doing so, you will see your sales increase significantly if not skyrocket to the top.

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Tags: Sales, Traffic-Building, Small Business, branding, advertising

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