Making a sale is not just about fancy presentations and calling prospects. For becoming an effective salesperson, you have to see beyond the initial needs through strategic follow-up and constant communication with customers.
You can fulfil your duties as a salesperson by doing just the bare minimum, but where is the fun in that. Give your sales career a boost by stepping out of your comfort zone and learning the art of follow-up.
So how strategic follow-ups can land you more customers and skyrocket your sales?
- Take Action
As a salesperson, you need to overcome the fear. Fear of the unknown. Fear of jumping the gun. Fear of rejection. The best remedy to overcome this fear is taking action in a positive way. You need to write that email, pick up the phone, put some effort and follow up your prospects. Doing this will put you in the right position to make that next big sale.
- Listen actively
Develop active listening skills as it will not only help you in providing a solution, but you will also be able to understand correctly what the person on the other end is trying to say. Between conversations, you may discover that the customer needs help in another area and this can kick-start a potential long term relationship if you can foster this in every follow-up call you make.
- Always clarify
During communication, people hear bits and pieces of information which then again is filtered out by the brain, opening up the conversation to countless different interpretations. Thus, while following up with every person by phone, make sure you write things down and later email that follow-up list to the client to confirm. Make it a habit so that you can cover yourself in cases where the client has an entirely different idea.
- Generate anticipation
Creating a level of excitement and anticipation with your contacts is one of the best ways to encourage sales. If the person is willing to accept a follow-up call, newsletter or an email in a specified time period, make sure you mention an “exclusive” offer or information that sparks curiosity. The idea here is to create something that speaks to the interest level of the targeted audience and follow through as promised.
- Use business etiquette
Being a salesperson, knowing when to follow-up with a customer is critical for making a sale. The general business rule is to follow-up by phone on the same business day. If following up by email, do so within 24 hours. Don’t wait up for more than 15 minutes to respond with a text. You can impress the other person with your speedy response and have a better chance of making a sale.
During your follow-ups, it is a good thing if you under promise and over deliver on your word.
Get past your fears onto a path of success by doing consistent follow-ups. Use LeadsRain’s Cloud-based predictive dialer service to increase the efficiency of your agents and decrease your contact center operational cost.