How to follow up with your clients?
It’s very simple to win your competitors. You just need to follow up as soon as possible, because 90% of the sales staff will not take the initiative to follow up more than 3 times. So as long as you can follow up with customers more than 3 times, you will beat them with much more deals signed.
We all saw or heard “ When you finish an interview with clients, you should follow up with them! ”
The problem is, who doesn’t know to track, who doesn’t know the follow-up?
Not only every sales person knows about that, as long as you have stayed in a workplace, suffered a loss or two, and been let go, you should know that there’s a need to follow up.
The key is, how?
Alex, a teacher lecturing negotiation skills in 一談就贏, has once wrote the followings in his blog: “ It’s very simple to win your competitors. You just need to follow up as soon as possible, because 90% of the sales staff will not take the initiative to follow up more than 3 times. So as long as you can follow up with customers more than 3 times, you will beat them with much more deals signed. ”
It’s very simple to win your competitors. You just need to follow up as soon as possible
Then, I’ll share with everyone my method of follow-up.
Here are some steps of the 3-time follow-up.
The first follow-up is usually to confirm a meeting time to schedule.
If you haven’t heard back from the other party since the last message, perhaps they just missed the message or forgot to reply.
When I do the first follow-up, I’ll ask the other party for their availability again to facilitate the whole following process.
The second follow-up, gives insight or something special.
It may be that the content of the first letter is not good enough or not different from others.
Try giving your special insights or findings during the second follow-up!
Third, Change your proposal.
Evaluate whether the methods proposed in the previous two times are sufficient to save costs and improve efficiency and effectiveness for clients?
For the third follow-up, provide an updated product/service which is more suitable for them.
Successful appointment.
Once you successfully schedule the time for the visit or telephone interview, remember to design a list of “call to action”.
It could be the next step, the next checking time, or the to-do lists on both ends.
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