Benefits of Follow-Through Marketing
In many instances, one sales contact is not enough to close the deal. Unfortunately, many sales reps fail to make that second follow up call. This results in a large universe of lost sales. Follow through is a critical part of the sales process. Your sales staff must understand this.
There are several reasons why a given salesperson might not follow up. The most obvious reason would be that they forget. These employees need a firm procedure dictated that ensures they no longer forget this crucial step. Many software programs now exist which enable such employees to better track prospects during the entire course of the sales process.
Some salespeople avoid follow through because they do not want to come off as being too pushy. This group needs to be educated on proper follow up techniques. They need to understand that close follow up can occur without putting off the prospect. Postcard printing is a good avenue in this regard. No one will view a postcard as being overly intrusive. Switching to greeting card printing during the holiday season is also a nice touch.
Some transactions and customers require immediate follow up. Other scenarios dictate a week or so elapse between contacts. This would depend on your product or service and the applicable customer demographic. It is incumbent upon you as the business owner to determine the most appropriate procedure for your industry and client base.
There are several reasons why a given salesperson might not follow up. The most obvious reason would be that they forget. These employees need a firm procedure dictated that ensures they no longer forget this crucial step. Many software programs now exist which enable such employees to better track prospects during the entire course of the sales process.
Some salespeople avoid follow through because they do not want to come off as being too pushy. This group needs to be educated on proper follow up techniques. They need to understand that close follow up can occur without putting off the prospect. Postcard printing is a good avenue in this regard. No one will view a postcard as being overly intrusive. Switching to greeting card printing during the holiday season is also a nice touch.
Some transactions and customers require immediate follow up. Other scenarios dictate a week or so elapse between contacts. This would depend on your product or service and the applicable customer demographic. It is incumbent upon you as the business owner to determine the most appropriate procedure for your industry and client base.
Initial contacts are great. However, they are not the end of the sales game. Make sure your staff is taking the next step.
Posted by
at
23:55:52
Your blog is impressive,it is always in my mind after i read it.
You have a very sucessful blog,i never saw such a nice one before